Senior Director, Commercial Segment GTM Strategy
NetApp
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. 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.
Job Summary
As the Senior Director, WW CMS Segment Leader (Corporate, Mid-Market, SMB), you will lead the fastest-growing segment in business execution, defining the go-to-market strategy and vision to expand the customer base and win market share from the competition. You will work closely with geographical sales leaders to drive business performance, ensure best practice becomes pervasive field execution, and inspect that strategies are adopted, implemented, and successful. You will also work closely with the sales operations leaders to measure and track the success of this segment. Finally, Partners and Marketing are a key factor in the on-going success of this segment; therefore, the successful lead will be incredibly closely aligned to the Worldwide Partner SVP and the Chief Marketing Officer
This leader will be instrumental in building a global inside sales organization to support the acceleration of the CMS lead generation process to support our land motions.
You will work cross-functionally with product, marketing, revenue enablement, sales, operations, and executive staff to ensure that NetApp’s key strategic priorities have a successful and executable plan for the CMS segment in order to double the business in 3 years. You will define short- and long-term strategic initiatives to achieve the above. You will work directly under the VP of Global Segment Strategy, synthesizing strategy across NetApp’s corporate vision and the field.
Job Requirements
• Lead overall CMS (Corporate, Mid-Market, SMB) segment business to success with appropriate levels of inspection, joint performance
• Lead the collaboration between field and central go-to-market to collaboratively develop sales strategy and ensure execution
• Hire a global inside sales organization; in collaboration with the field leadership, set the roles and responsibilities, along with the key performance indicators and metrics
• Work closely with channel teams to ensure that overall channel strategy is aligned with this vision.
• Collaborate with Professional Services, Marketing, Customer Success and Renewals to strengthen existing customers
strategy and relationships.
• Develop the land, expand, and protect initiatives across the CMS customer base through creating sales plays and technical use cases for the field with marketing
• Partner with the product teams to ensure we have the best solutions for the CMS segment that are scaled correctly,
priced correctly and require minimal NetApp touch for Partners to succeed in selling them.
• Define and track KPIs and metrics to measure and track success of implemented strategies and initiatives
Qualifications
• Over 10 years of experience in a sales leadership role or equivalent in a high-tech industry, ideally in a commercial segment
• Proven track record of working in a WW role where you have built and landed a successful strategy
• Highly collaborative and able to build strong interpersonal relationships with peers and other senior management
throughout the company
• Impact through influence as a primary skill demonstrated through broad company impact
• Strong analytical and problem-solving skills with experience in developing and tracking key success metrics
• Strong executive presence with experience presenting to c-staff on a monthly basis regarding business and initiative outcomes
• Experience working in a high-scale customer segment where marketing and partners play key roles
• Experience working with partner organizations
• Strong understanding of key sales tools and processes, including demand generation/marketing tech stack,
forecasting, pipeline/CRM, account planning, and performance management
• A college degree or equivalent background required; an MBA is a plus
Compensation:
The target salary range for this position is 425,000 - 550,000 USD. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. The range is based on 'On Target Earnings’ (OTE) representing the total potential earnings, which is the sum of the base salary and potential commission earned when performance targets are achieved. 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, employee stock purchase plan, and/or restricted stocks (RSU’s). These offerings are subject to regional variations and governed by local laws, regulations, and company policies. We will provide detailed information about the specific benefits for your region during the recruitment process.
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.