Job Summary

This is a transformational role within Net App that will drive our ANZ GTM with Microsoft Azure. This position will be responsible for all aspects of joint selling - partnering, GTM activities, sales enablement, pipeline management, sales opportunity reporting and sales management of Net App and Cloud first sellers. The role will focus primarily on the Microsoft and Net App ANZ FSI and Mining industries, NSW, QLD, SA and New Zealand whilst partnering with the broader ANZ team to also drive growth in the Enterprise segment and SMEC.

Essential Functions

The role of the Azure Net App Files seller is to align the Net App GTM strategy with hyperscaler GTM. This role is primarily responsible for building relationships with hyperscaler stakeholders across the region and acts as the business development entry point to the cloud first resellers, Net App field and internal sales teams. This role will also help customers evaluate Net App’s data management offerings for their applications, recommend solutions that meet their requirements, remove roadblocks to deployment and drive customer satisfaction.

Key responsibilities include:

• Develop and maintain a sales growth plan that includes mapping to the appropriate hyperscaler resources, prospect into Account Team and Specialist Team units to build relationships, manage sales opportunities for Net App’s data management offerings, create a sales pipeline and deliver a revenue forecast to Net App Cloud Data Services leadership
• Focus on hunting for the acquisition of new customers for ANF ANZ Microsoft and Net App customers.
• Working closely with both the Microsoft and Net App field sellers to sell ANF into Microsoft Azure customers, building engagement plans and relationship mapping
• Identify new workloads in existing customers for ANF
• Building the Net App Azure portfolio as a new business in the ANZ Microsoft and Net App Enterprise customer base.

Job Requirements

• Effective territory/account management: planning, opportunity qualification and creation, opportunity management, pipeline management
• Ability to solve customer problems with the hyperscaler cloud platform, specifically solutions related to new internal LOB apps and external facing apps, migration to cloud, Hybrid cloud, datacenter infrastructure modernization, DevOps/DevTest along with knowledge of enterprise and competitive cloud solutions
• Clear and demonstrated understanding of Cloud Services or SaaS sales and consumption processes
• Success in previous roles selling through or with partners and joint GTM efforts
• Proven ability to work collaboratively and be open to direct feedback
• Develop and grow a sales opportunity pipeline and manage a collaborative sales campaign
• Detailed knowledge of Microsoft Azure capabilities and the Microsoft organisation is a distinct advantage.

Education & Experience

• 5+ years demonstrated inside or outside sales acquisition success
• Experience in selling either cloud services or some other form of annuity-based technology product is an advantage. Microsoft experience is an advantage