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Title:  Director, Department of Defense (DoD) Sales


Vienna, VA, US, 22182

Requisition ID:  126212

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





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.

Nearest Major Market: Washington DC

Job Segment: Defense, DoD, Sales Management, Cloud, Manager, Government, Sales, Technology, Management

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