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About 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. We embrace diversity and openness because it's in our DNA. 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.

"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

Director, Department of Defense (DoD) Sales

Vienna, Virginia, United States
Job category: Sales Job ID: 126212-en_US
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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

#Sponsor

Compensation

The salary range for this position is $395,000 - 483,560 total on target earnings and will be determined by the candidate's location, qualifications, experience, and education. Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package. This may cover Health Insurance, Life Insurance, Retirement or Pension Plans, Paid Time Off (PTO), various Leave options, Performance-Based Incentives, employee stock purchase plan, and/or restricted stocks (RSU’s), with all offerings subject to regional variations and governed by local laws, regulations, and company policies. Benefits may vary by country and region, and further details will be provided as part of 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.

Did you know...

Statistics show women apply to jobs only when they're 100% qualified. But no one is 100% qualified. We encourage you to shift the trend and apply anyway! We look forward to hearing from you.

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.

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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 (PDF). 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 that requires reasonable accommodation for any part of our application process, please email accessibility@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 Applicant Privacy Policy (PDF) before you submit any personal information to us.

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.

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

*Applies to applicants for employment in the United States.