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Director, Department of Defense (DoD) Sales
Vienna, Virginia, United StatesAbout NetApp
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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
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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.
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).
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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.
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