Enterprise Majors - Client Executive, Bay Area

About the role

We’re expanding our Enterprise Majors organization, a newly created segment within our Enterprise Sales team focused on a defined set of high-impact, strategic enterprise customers. These customers are well-known organizations across industries such as manufacturing, technology, healthcare, automotive, and financial services, businesses that rely heavily on data to drive operations, performance, and innovation.

Responsibilities

• Manage and grow a focused portfolio of strategic enterprise accounts with an annual quota of $10M+
• Develop and execute comprehensive account strategies that align NetApp solutions to customer business outcomes, modernization initiatives, and long-term IT roadmaps
• Build and maintain C-level and executive relationships across IT, lines of business, procurement, and finance
• Navigate complex, multi-stakeholder buying centers and orchestrate enterprise-level sales cycles spanning 6-18+ months
• Drive both expansion within existing customer relationships and acquisition of new strategic opportunities within assigned accounts
• Apply strong MEDDICC discipline to qualify opportunities, manage pipeline health, and deliver accurate forecasts
• Partner closely with your dedicated Solutions Engineer to develop technical strategies, deliver executive-level presentations, and position differentiated value
• Collaborate with cross-functional teams including Cloud, Services, Customer Success, Finance, and Legal to drive deal execution and customer outcomes
• Lead quarterly business reviews (QBRs) and strategic planning sessions with customers and internal stakeholders
• Negotiate complex contracts, including enterprise agreements, total contract value discussions, and multi-year commitments
• Actively engage channel partners where appropriate to extend reach and deliver customer value
• Maintain deep understanding of customer industries, competitive landscape, and data infrastructure trends to position NetApp as a strategic partner

Requirements

• 8+ years of enterprise technology sales experience as an account executive or sales representative, with a proven track record of consistently meeting or exceeding $8M+ annual quotas
• Experience selling storage technologies and/or storage-adjacent solutions such as virtualization, data protection, backup/recovery, SAN/NAS, hybrid cloud infrastructure, or converged infrastructure, with a strong understanding of how data infrastructure components interconnect
• Must love to win and sell, this is a team of high achievers
• Experience selling into data-intensive and/or regulated industries such as healthcare, financial services, manufacturing, or automotive
• Demonstrated success managing large, complex deals with total contract values of $2M+ and sales cycles of 6+ months
• Proven ability to build and maintain C-level and executive relationships within large enterprise organizations
• Strong experience with MEDDICC (or equivalent) sales methodology and disciplined pipeline management
• Experience navigating enterprise procurement processes, complex negotiations, and multi-stakeholder decision-making
• Strong business acumen and executive presence, with the ability to facilitate strategic business conversations beyond technology
• Collaborative mindset with experience working across extended account teams and cross-functional partners
• Self-motivated, accountable, and comfortable operating with a high degree of autonomy in managing a concentrated set of strategic accounts

Qualifications

• Required: Experience selling storage technologies and/or storage-adjacent solutions such as virtualization, data protection, backup/recovery, SAN/NAS, hybrid cloud infrastructure, or converged infrastructure, with a strong understanding of how data infrastructure components interconnect
• Required: Must love to win and sell, this is a team of high achievers
• Required: Experience selling into data-intensive and/or regulated industries such as healthcare, financial services, manufacturing, or automotive
• Required: Demonstrated success managing large, complex deals with total contract values of $2M+ and sales cycles of 6+ months
• Required: Proven ability to build and maintain C-level and executive relationships within large enterprise organizations
• Required: Strong experience with MEDDICC (or equivalent) sales methodology and disciplined pipeline management
• Required: Experience navigating enterprise procurement processes, complex negotiations, and multi-stakeholder decision-making
• Required: Strong business acumen and executive presence, with the ability to facilitate strategic business conversations beyond technology
• Required: Collaborative mindset with experience working across extended account teams and cross-functional partners
• Required: Self-motivated, accountable, and comfortable operating with a high degree of autonomy in managing a concentrated set of strategic accounts

Skills

• Strategic account planning and cross-functional orchestration
• Consultative, value-based selling
• Complex negotiation and multi-stakeholder decision-making
• Technical strategy development and presentation
• Collaboration with cross-functional teams

Benefits

At NetApp, we embrace a hybrid working environment designed to strengthen connection, collaboration, and culture for all employees. This means that most roles will have some level of in-office and/or in-person expectations, which will be shared during the recruitment process.

Pay

The target salary range for this position is 274,550 - 355,300 USD. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. The range is based on 'On Target Earnings' (OTE) representing the total potential earnings, which is the sum of the base salary and potential commission earned when performance targets are achieved. Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package.

Schedule

This is a field-based role requiring candidates to reside within the San Francisco Bay Area (including East Bay Area, Pleasanton, Livermore, Danville, etc.). Candidates must be based in-territory to maintain consistent, in-person engagement with customers and channel partners. Candidates located outside of this location will be automatically disqualified.