Michael Suitt

About Michael Suitt

Enthusiastic professional with 18 years of marketing, sales and operations experience in…

Experience

1. Virtual Account Manager Us Public Sector Inc Us Forces Europe Nato Special Operation Forces

   NetApp

   Aug 2012 — Present

   129% to goal in FY18 -Understands all aspects of NetApp’s Channel programs, both within US business and highly complex EMEA VAR/distribution arena. Only inside rep to manage multi-geo Public Sector business-Promotes all incentive-based programs to reseller and install base-Utilizes channel experience and expertise when engaged in deal registration opportunities and acts in mediation when necessary-Initiates NetApp 101 intro calls with key NetApp partners in opportunity generation -Key contributor on DoD EMEA/OCONUS Quarterly Business Reviews (QBRs) with entire District team providing key feedback and updates on ongoing opportunities. Provides accurate and updated information regarding next steps and 30-60-90 day forecast accuracy-Provides daily partner engagement on to both inside VAR counterparts and accompanying field to ensure all NetApp requirements and opportunities are tracking to close. Understands fully the channel model both for US Public Sector and EMEA regions. Works directly with Field account teams on white space initiation and coverage for both CONUS and OCONUS-Manages pipeline in excess of $60M Initiates competitive pricing via PVR discounting thereby exceeding standardized NetApp discounts when necessary to win business from competition and effectively communicates back to field teams and applicable resellers-Results oriented territory planning efforts include competition hot mapping and cold calling efforts into established white space to solidify NetApp’s 75% penetration in US Public Sector install base-Extremely well versed in pricing strategies within specific customer sets -Engaged on a daily basis on broad level of DoD Europe accounts including AFRICOM/EUCOM/5th Signal Command/USAREUR/MEDCOM