Senior Director, Renewals Sales Go-to-Market
San Jose, California, United States; Morrisville, North Carolina, United States; United States; Wichita, Kansas, United States; New York, New York, United States; Vienna, Virginia, United States; Waltham, Massachusetts, United States
Overview
At NetApp, we have a history of helping customers turn challenges into business opportunities. As part of our sales organization, your role will require a strategic blend of technical acumen and charismatic client engagement, ensuring that every partnership is nurtured towards it maximum potential. As a pivotal link between NetApp and our clients, your contributions will directly influence the growth and direction of our department, making a lasting impact on the organization's success. This is more than a job—it's a chance to be part of a team that values innovation, supports professional growth, and celebrates shared victories.
Success profile
Ready for a sales career at NetApp? Explore the traits that can help you thrive.
- Relationship expertise
- Communicator
- Results-driven
- Strategic
- Collaborative
- Perceptive
Responsibilities
San Jose, California, United States; Morrisville, North Carolina, United States; United States; Wichita, Kansas, United States; New York, New York, United States; Vienna, Virginia, United States; Waltham, Massachusetts, United States Job category: Sales Job ID: 131671-en_USAbout NetApp
NetApp is the intelligent data infrastructure company, turning a world of disruption into opportunity for every customer. No matter the data type, workload or environment, we help our customers identify and realize new business possibilities. And it all starts with our people.
If this sounds like something you want to be part of, NetApp is the place for you. You can help bring new ideas to life, approaching each challenge with fresh eyes. Of course, you won't be doing it alone. At NetApp, we're all about asking for help when we need it, collaborating with others, and partnering across the organization - and beyond.
Role Summary
The Senior Director, Global Renewal GTM Excellence leads the design, development, orchestration, and deployment of the overall Renewal growth strategy and experience. The Renewal GTM Excellence leader will spearhead the global implementation of renewal centralization strategy by implementing clear engagement models with field teams, process optimization, playbook development, scorecard development and associated growth & improvement strategies with the Renewal Sales geo leads, business productivity specialists, CCO segment sales leaders, partner leadership, and IB excellence functions to achieve business priorities. They will orchestrate enablement for the renewal sales team in cross functional partnership with WW Enablement, CCO, and other Selling teams. They will drive Renewal Specialist (RS) management to achieve high quality renewal forecasting and pipeline management. They will provide recommendations on Renewal Sales compensation strategies and overall process effectiveness
*Preferred locations are near our offices in San Jose, CA, Vienna, VA, New York, NY and Raleigh, NC*
Job Requirements and Activities
• Manage, develop and mentor a renewal sales business development team including vTeams of renewal specialists SMEs targeting enterprise and team strategic customers to drive customer engagements for large enterprise accounts.
• Spearhead implementation of renewal centralization strategy for enterprise and strategic customers
• Develop and implement proactive scale selling programs for NetApp and/or partner led renewal engagement in low ARR$ accounts.
• In partnership with the WW Renewal Sales Geo Leadership team, develop and implement processes, programs and initiatives to drive focused and programmatic customer impact with Renewal Specialists.
• Influence targeting, KPI measures, conversation guides/plans, and action plans to drive renewal sales customer engagement and increase renewal specialist accountability
• Consult on overall program efficiency improvements aligned with industry standards
• Establish and maintain regular interlocks with peer Excellence leaders ensuring consistency and synergy across Renewal Specialist and CSM teams
• Digest, interpret and translate analytics and reporting needs of the Renewal Specialist to Biz Insights leader, WW Sales Ops, Finance, and product management
• Ensure RS initiatives and programs are communicated, aligned, implemented and measured cross functionally for bi-directional knowledge sharing to support global standardization
• Provide guidance and support for adjustments to infrastructure and lead change management programs
Business Objectives
• Successful development and execution of Global Renewal Sales GTM strategy
• Drive global Renewal Sales leadership of customer engagements in large enterprise accounts
• Improved Public & Hybrid Cloud renewal sales AOP attainment
• Improved KPIs across all vectors of renewal sales engagement – RS-led engagement, on time renewals, forecasting accuracy, and renewal risk
Skills, Competencies and Experience
• 7+ Years of experience driving sales excellence with a high-growth global company
• 7+ Year overall leadership and program management experience • Deep understanding of territory and quota operations, revenue life cycle. Strong business acumen with a focus on leading sales & inside sales teams
• Strong ability to deliver and facilitate knowledge transfer/training virtually across a globally diverse team
• Excellent presentation, communication and organizational skills
• Expertise with sales tools such as, SFDC, CPQ and core renewal KPIs including renewal rates, retention rates, churn rates, etc.
Key Performance Indicators
• Exceeding Renewal Sales Targets based on Executive priorities to include IQRR improvement, customer retention, and bookings targets
• Development and Execution of Operational Efficiencies as determined by Renewals Leadership
• Improvement of forecasting and pipeline management (people, process and tools)
Education
- Individual Contributor - Typically requires a minimum of 15 years of related experience.
- Manager and Executive - Typically requires a minimum of 15 years of related experience.
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.
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.
Why NetApp?
We are all about helping customers turn challenges into business opportunity. It starts with bringing new thinking to age-old problems, like how to use data most effectively to run better - but also to innovate. We tailor our approach to the customer's unique needs with a combination of fresh thinking and proven approaches.
We enable a healthy work-life balance. Our volunteer time off program is best in class, offering employees 40 hours of paid time 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. Finally, we provide financial savings programs to help you plan for your future.
If you want to help us build knowledge and solve big problems, let's talk.
Submitting an application
To ensure a streamlined and fair hiring process for all candidates, our team only reviews applications submitted through our company website. This practice allows us to track, assess, and respond to applicants efficiently. Emailing our employees, recruiters, or Human Resources personnel directly will not influence your application.
Our values
Put the customer at the center. Care for each other and our communities. Think and act like owners. Build belonging every day. Embrace a growth mindset.
Benefits
Volunteer time off
40 hours of paid volunteer time each year.
Well-being
Employee Assistance Program, fitness, and mental health resources to help employees be their best.
Time away
Paid time off for vacation and to recharge.
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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. We pledge to take every reasonable step to ensure that our applicants and employees are respected, treated fairly and with dignity. See the EEO poster, Know your rights poster, and NetApp EEO policy. NetApp makes reasonable accommodations, consistent with applicable laws, for religious purposes and for the known physical or mental limitations of an otherwise qualified applicant or employee with a disability, who can perform the essential job functions unless undue hardship would result.
State-specific postings/notices to applicants regarding contract compliance can be found here in English and here in Spanish, and fair employment practice information can be found here.
Reasonable accommodation
If you are an applicant with a physical or mental disability requiring an accommodation, or you require a religious accommodation for any part of our application process, please email careers@netapp.com. Each request for reasonable accommodation will be considered on a case-by-case basis, consistent with applicable laws and regulations. Please note, this email address is only for accommodation requests; we do not accept unsolicited resumes.
Data privacy
We care about your privacy and, therefore, ask that you read our Candidate Privacy Notice before you submit any personal information to us.
NetApp does not carry out any solely automated decision making (i.e. the process of making a decision by automated means without any human involvement) in determining your suitability or eligibility for specific roles.
However, the processing of your personal information is carried out with the aid of manual and automated tools. In particular, NetApp may use an automated employment evaluation tool or similar tool as one of several tools, actions, and/or steps to assist with NetApp’s review of candidate applications for various hiring needs. Currently, when addressing certain hiring needs, NetApp uses the Eightfold tool which can provide an initial ranking of a candidate’s skills and experience, based on information provided by the applicant in the application and/or supporting documentation, in comparison to the NetApp designated key requirements of a specific role. Additionally, the tool may be used to help review and/or rank internal employees seeking promotion or other internal mobility. However, our talent acquisition team or our recruiters will ultimately select the candidates for further consideration, following human review of any automated evaluation results and associated underlying documentation (or lack thereof) submitted with the candidates’ application.
An independent audit of the Eightfold Matching Model tool can be found at https://eightfold.ai/nyc-eightfoldmatching-model.
Candidates may request an alternative selection process which will not be subject to the Eightfold matching tool or to any electronic automated employment evaluation by contacting NetApp at careers@netapp.com. To bypass the Eightfold matching tool or any electronic automated employment evaluation, you must include a resume and job ID with your email to careers@netapp.com and you must include in the subject line of your email: Data Privacy Request. Candidates who have questions or want to request additional information on the source of data, type of data, and/or collection of data related to the candidate review process should contact NetApp at careers@netapp.com
Submitting an application
To ensure a streamlined and fair hiring process for all candidates, our team reviews applications submitted through our company website only. This practice allows us to track, assess, and respond to applicants efficiently. Emailing our employees, recruiters, or Human Resources personnel directly will not influence your application.