Director, Department of Defense (DoD) Sales
Company: NetApp
Location: Vienna
Posted on: October 29, 2024
Job Description:
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 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.
Keywords: NetApp, Washington DC , Director, Department of Defense (DoD) Sales, Executive , Vienna, DC
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