Title:  Senior Director, Commercial Segment GTM Strategy

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