About NetApp
We’re forward-thinking technology people with heart. We make our own rules, drive our own opportunities, and try to approach every challenge with fresh eyes. Of course, we can’t do it alone. We know when to ask for help, collaborate with others, and partner with smart people. We embrace diversity and openness because it’s in our DNA. We push limits and reward great ideas. What is your great idea?
"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
NetApp is seeking a Sr. Director of Go-to-Market Sales Operations
KEY RESPONSIBILITIES
• Build and lead a high-performing sales operations team that supports Global, Enterprise, and Commercial segments, channels, and Sales Specialists at the Time Zone level.
• Lead the operational transformation to move the organization from traditional on-prem business models to hybrid and public cloud business models while developing and strengthening the worldwide sales operations function.
• Act and be seen as a detail-oriented general problem solver able to break down the hardest problems while building and leading a team that does the same.
• Work with sales and cross-functional leadership across the business to execute the GTM approach by market, segment, and channel.
• Define, manage, and provide insights on key performance metrics to ensure the organization fully commands the business.
• Lead executive analyses, strategies, and deliverables (e.g., QBRs).
• Provide visibility and performance tracking to the business (health of business, sales efficiency and productivity KPIs, dashboards).
• Provide actionable recommendations and facilitate data-driven decisions with sales leadership through exceptional business partnering and strategic thinking.
• Drive requirements to increase the operational efficiency of Lead-to-Cash Flow by adopting processes, tools, and dashboards that scale within the Time Zone.
• Lead the operational support that drives the performance of each segment and channel towards repeatable, predictable motions.
• Execute and manage core sales operations processes such as expansion planning, market optimization, target setting, leading indicator management, and forecasting.
• Evaluate adoption of core sales processes, reporting, and systems and identify opportunities to improve overall efficiency and effectiveness.
• Partner closely with cross-functional team members on priority go-to-market initiatives execution within the Time Zone.
• Collaborate with people development/sales training teams to provide input into training needs based on sales performance data.
• Responsible for managing quota setting and plans across all revenue functions to ensure that financial objectives are optimized and allocated to all sales channels and resources through the quota program.
• Partner with top sales management to find opportunities for sales growth. Foster an environment of continuous improvement.
• Ensures sales reports and other intelligence is used by the sales organization and leverages reporting tools and dashboard critical metrics needed for measurement.
• Collaborate with internal stakeholders (Sales, Finance, Product, and Legal) to ensure that all deals align with corporate strategies and guidelines
• Provide deal structure guidance to sales; identify and recommend changes to deal structures in response to observed deal financials.
• Guide sales teams in the deal flow process and ensure smooth handoffs; drive enhancements to the quote-to-order processes and policies.
Job Requirements
The successful candidate will be a broadly qualified and experienced senior leader with extensive leadership experience in GTM operations. Experience in the scale and sophistication of a large global business, combined with a background in a growth-oriented, technology-enabled business will be critical.
• You have 15+ years prior experience in sales strategy and operations or business insights / analytics roles for a high growth company and over $1B in revenue.
• You have 10+ years of people management experience, with demonstrated success in building a team, in building an inclusive, positive, and high-performance culture, and in retention and team member development.
• Strong experience in the SaaS sales and services sectors.
• Experience running a sizable Geographically dispersed team.
• You demonstrate the ability to scale and equip the business, driving world-class operational execution, communicate big picture opportunities, and make data-driven decisions. You have experience in driving the adoption of CRM platforms from a legacy environment to a modern CRM platform.
• You take a proactive, consultative approach, building trust consistently and quickly.
• You have an enthusiastic “roll up your sleeves” mentality.
• You work well under pressure, with a high degree of adaptability and flexibility in a fast-paced, rapidly changing environment.
• You have a demonstrated ability to manage teams with deep analytical skills.
• You have excellent written and verbal communication skills.
• You are detailed oriented.
Education
Bachelor’s Degree required. Master’s Degree desirable.
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?
In a world full of generalists, NetApp is a specialist. No one knows how to elevate the world’s biggest clouds like NetApp. We are data-driven and empowered to innovate. Trust, integrity, and teamwork all combine to make a difference for our customers, partners, and communities.
We expect a healthy work-life balance. Our volunteer time off program is best in class, offering employees 40 hours of paid time off 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. We also offer financial savings programs to help you plan for your future.
If you run toward knowledge and problem-solving, join us.
If the Company determines this role will be performed in Colorado, the starting salary for this position is 249,930 USD. This role could be eligible for comprehensive benefits including: Medical, Dental, Vision, Life, 401(K), Paid Time off (PTO), Company bonus, and Employee stock purchase plan *. Final compensation will be dependent on various factors such as location, qualifications, certifications, relevant work experience and other factors, consistent with applicable law.
In accordance with NetApp’s Policy, all U.S. employees of NetApp must be fully vaccinated against COVID-19 if they work at a Company location or remotely. If there is a reason preventing you from receiving the COVID-19 vaccination, you must request and be approved for one of the legally acceptable exemptions and reasonable accommodation must be established.