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 strategicpartners 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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