Enterprise Regional Director, Department of Defense (DoD) Sales

About NetApp

We’re forward-thinking technology people with heart. We make our own rules, drive our own opportunities, and try to approach every challenge with fresh eyes. Of course, we can’t do it alone. We know when to ask for help, collaborate with others, and partner with smart people. We embrace diversity and openness because it’s in our DNA. We push limits and reward great ideas. What is your great idea?

"At NetApp, we fully embrace and advance a diverse, inclusive global workforce with a culture of belonging that leverages the backgrounds and perspectives of all employees, customers, partners, and communities to foster a higher performing organization." -George Kurian, CEO

Job Summary

This strategic, growth-focused Director of Department of Defense Sales, USPS will report to the VP of NetApp US Public Sector and will lead the ongoing development and execution of NetApp’s US DoD business. This highly visible, collaborative role will set the vision and operations excellence (execution) to lead and drive high growth across the US DoD business. As a result-oriented leader with a solid customer, partner, marketing, and revenue-focused mindset, you will ensure smooth and predictable sales realization for NetApp’s DoD business. You will interface with key stakeholders to achieve the strategic, financial, operational, and business objectives and will play a substantial role in defining and navigating the DoD go-to-market strategy and structure as NetApp continues to diversify its offerings.

Key Responsibilities

Grow revenue by maximizing the potential of existing relationships while concurrently seeking to gain additional buyers and accounts. Identify long-term market needs and develop distinctive strategies to achieve a competitive advantage

Actively engage in territory planning, relationship development, and opportunity development and drive revenue by supporting and assisting the DoD sales teams in closing opportunities

Increase the capability of NetApp to successfully sell in an evolving, multi-products and services environment, and in a highly demanding market

Work closely and effectively with NetApp's strategic partners and lead the relationships with the specific partner community to maximize revenue and customer satisfaction

Drive significant revenue in a high volume, high transactional velocity setting, while developing and executing sales strategies to profitably grow revenues and expand the account base in target markets

Execute business development plan aligned with high potential, funded initiatives across DoD

Disrupt the mindset of customers and sales teams by bringing innovative ideas that showcase a case for change and NetApp’s unique value proposition aligned with the key industry initiatives and pain points

Build trust-based relationships with Sales Leaders, Product Engineering, Product Management, Chief Commercial Office, Customer Success, Partner Management, and Marketing teams to ensure a collaborative approach to setting an innovative vision for NetApp’s GTM in the DoD business aligned with NetApp’s commercial business strategy

Key Requirements

Demonstrated record of hiring diverse talent and leading and developing high-performing, geographically distributed teams

Demonstrated ability to surpass goals, seizing opportunities to push the envelope and define new opportunities to serve customers through partners and achieve results

An aptitude for understanding how technology products and solutions solve business problems especially as they pertain to DoD

A high degree of familiarity with the changing IT infrastructure including migrations to public cloud, private cloud and, hybrid architecture is a plus

Strong track record of leading sales efforts for market-leading companies in the broader US Public Sector technology space

Demonstrated track record of success in developing and implementing a comprehensive scale DoD GTM strategy within a large SaaS company.

Communicates with clarity, simplicity, energy, and passion

Education & Experience

Bachelor’s degree in technical or business curriculum desired; masters preferred

12+ years of relevant experience required, inclusive of strategic and people leadership

5+ years of people management experience required

5+ years’ experience in selling IT related solutions in US Public Sector, DoD highly preferred

Proven track record of overachievement of quota and KPI’s; managing $100M+ business preferred

Previous experience in enterprise software, SaaS, or Cloud

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Why NetApp?

In a world full of generalists, NetApp is a specialist. No one knows how to elevate the world’s biggest clouds like NetApp. We are data-driven and empowered to innovate. Trust, integrity, and teamwork all combine to make a difference for our customers, partners, and communities.

We expect a healthy work-life balance. Our volunteer time off program is best in class, offering employees 40 hours of paid time off per year to volunteer with their favorite organizations. We provide comprehensive medical, dental, wellness, and vision plans for you and your family. We offer educational assistance, legal services, and access to discounts. We also offer financial savings programs to help you plan for your future.

If you run toward knowledge and problem-solving, join us.

Equal Opportunity Employer:

NetApp is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination based on age, race, color, gender, sexual orientation, gender identity, national origin, religion, disability or genetic information, pregnancy, protected veteran status, and any other protected classification.

USA and Canada Residents Only:

The salary hiring wage range for this position which the Company reasonably and in good faith expects to pay for the position in the specified geographic areas or locations is $395,000 - $483,560 total on target earnings. Final compensation will be dependent on various factors relevant to the position and candidate such as geographical location, candidate qualifications, certifications, relevant job-related work experience, education, skillset, and other relevant business and organizational factors, consistent with applicable law. In addition, the position may include some of the following comprehensive benefits such as Medical, Dental, Vision, Life, 401(K), Paid Time off (PTO), sick time, leave of absence as per the FMLA and other relevant leave laws, Company bonus/commission, employee stock purchase plan, and/or restricted stocks (RSU’s).