Requisition Number: 105833

Business Development Manager - NetApp AI Infrastructure Solutions

Location:

You will have the flexibility to work fully remotely.

POSITION OVERVIEW

The Business Development Manager (BDM) for NetApp AI Infrastructure Solutions is a cross-functional, strategic growth role responsible for identifying, developing, and scaling AI infrastructure opportunities across all Insight business segments (Commercial, Enterprise, Public Sector/IPS, and Solutions). This role serves as a force multiplier for NetApp's AI-ready storage portfolio, positioning Insight as an AI Solutions Integrator. The BDM bridges Insight's sales organization with NetApp's AI/ML product teams, driving adoption of NetApp's AI infrastructure capabilities, including AI Pod, AI-optimized storage, and data management solutions for machine learning workloads. This role is critical to Insight's strategic initiative to 'Introduce IPS as AI Solutions Integrator' and to unlock new revenue streams in the emerging AI infrastructure market.

KEY RESPONSIBILITIES
• Drive execution of NetApp AI infrastructure business plan across all segments, identifying and developing AI-specific use cases and target accounts
• Serve as subject matter expert on NetApp's AI-ready storage portfolio, including AI Pod, AI-optimized ONTAP, and AI data management solutions
• Identify and qualify net-new AI infrastructure opportunities within target accounts across all business segments (Commercial, Enterprise, IPS, Solutions)
• Facilitate cross-segment collaboration between Insight leadership, architects, and NetApp AI/ML field teams to develop AI infrastructure opportunities
• Design and execute field activities that generate AI infrastructure demand and pipeline (AI infrastructure workshops, proof-of-concepts, customer briefings, webinars)
• Act as a force multiplier for NetApp's AI product teams-amplifying AI infrastructure go-to-market efforts, coordinating account planning, and extending NetApp's AI reach across Insight's organization
• Establish and maintain strategic relationships with NetApp AI/ML leadership, including Product Managers, Solutions Architects, and Channel Development Managers focused on AI
• Design and deliver quarterly NetApp AI infrastructure enablement sessions for Insight teams across all segments, including solution training, use case development, and certification guidance
• Develop and communicate regular updates to NetApp on Insight's AI infrastructure pipeline, opportunities, and market intelligence across all segments
• Partner with Insight's Solutions team to develop AI infrastructure solution offerings and go-to-market strategies that leverage NetApp's AI capabilities

INTERNAL RESPONSIBILITIES
• Collaborate with sales and business leadership across all segments (Commercial, Enterprise, IPS, Solutions) to identify and prioritize AI infrastructure opportunities
• Work with Insight's organization to understand AI infrastructure pipeline, forecast, and resource constraints across all segments
• Facilitate joint planning sessions between Insight leadership and NetApp AI/ML field teams to align on AI infrastructure account strategies
• Communicate NetApp AI infrastructure contests, SPIFFs, promotions, and new product launches across the organization
• Track and report on AI infrastructure pipeline growth, deal registration, training participation, and engagement cadence across all segments
• Support Insight's marketing and Solutions teams in developing AI infrastructure campaigns, collateral, and demand generation initiatives
• Coordinate with Insight's architect community to develop AI infrastructure solution architectures and reference implementations

EXTERNAL RESPONSIBILITIES
• Facilitate quarterly business reviews (QBRs) and leader-to-leader cadences with NetApp AI/ML leadership to review AI infrastructure performance, align on strategy, and address escalations
• Serve as primary point of contact for NetApp's AI/ML product teams and field leadership regarding Insight's AI infrastructure business
• Coordinate with NetApp's Partner Sphere Program team to ensure Insight maintains compliance with partner program requirements and maximizes AI-specific partner benefits
• Participate in NetApp AI infrastructure partner events, training sessions, and certification programs to stay current on AI product roadmaps and solutions
• Provide NetApp with regular intelligence on Insight's AI infrastructure market opportunities, customer feedback, and competitive dynamics across all segments
• Support NetApp's AI/ML field teams as a resource extension, including participation in customer meetings, technical discussions, and opportunity development
• Collaborate with NetApp's hyperscaler teams (Azure, AWS, GCP) to align AI infrastructure capabilities with cloud-native AI platforms

REQUIRED KNOWLEDGE & COMPETENCIES
• Deep understanding of NetApp's AI infrastructure portfolio, including AI Pod, AI-optimized ONTAP, NetApp ONTAP AI, and AI data management solutions
• Working knowledge of AI/ML workload requirements, including data pipeline architecture, storage performance requirements, and AI infrastructure best practices
• Fluency in NetApp's hyperscaler AI integrations (Azure Machine Learning, AWS SageMaker, Google Cloud AI Platform) and ability to position NetApp AI storage in cloud-native AI environments
• Understanding of the NetApp Partner Sphere Program and AI-specific partner incentives and deal registration processes
• Strong knowledge of Insight's sales organization across all segments (Commercial, Enterprise, IPS, Solutions) and organizational structure
• Ability to identify and qualify AI infrastructure opportunities and develop AI use cases within target accounts
• Proficiency with CRM systems (Salesforce), quoting tools, and sales enablement platforms
• Excellent communication, presentation, and relationship-building skills with technical and business audiences
• Ability to work cross-functionally across multiple segments and influence without direct authority
• Strategic thinking combined with strong execution and attention to detail
• Understanding of emerging AI infrastructure market trends and competitive landscape

KEY PERFORMANCE INDICATORS (KPIs)
• AI infrastructure revenue and gross profit growth (year-over-year and vs. plan)
• AI infrastructure pipeline growth (new pipeline created and influenced)
• Net new AI infrastructure client acquisition (number of new accounts and associated revenue)
• AI infrastructure client expansion revenue (growth within existing accounts)
• AI infrastructure deal registration uplift and partner program compliance
• Quarterly Business Review (QBR) participation rate and engagement quality with NetApp AI/ML leadership
• AI infrastructure training sessions delivered and participation rates across all segments
• AI infrastructure use cases developed and qualified
• Partner engagement score and relationship health (NetApp AI/ML team feedback)
• Cross-segment collaboration metrics (deals influenced across multiple segments)

QUALIFICATIONS
• Bachelor's degree in Business, Sales, Marketing, Computer Science, or related field (or equivalent professional experience)
• 5+ years of experience in sales, business development, partner management, or account management in the technology industry
• Proven track record of driving revenue growth and building strategic partnerships in infrastructure or emerging technology segments
• Experience with AI/ML infrastructure, data management, or enterprise storage solutions preferred
• Experience in a partner-facing or channel management role preferred
• Strong understanding of sales processes, pipeline development, and forecasting
• Excellent organizational and project management skills
• Ability to work effectively across multiple business segments and organizational structures

TRAVEL EXPECTATIONS

This position requires 35% travel for customer meetings, partner events, cross-segment collaboration, internal business activities, and quarterly business reviews with NetApp AI/ML leadership. Travel includes visits to key AI infrastructure accounts, regional sales offices, NetApp partner events, and industry AI/ML conferences.

REPORTING STRUCTURE

This position reports to the Chief Revenue Officer or VP of Strategic Partnerships. The BDM works collaboratively with sales and business leadership across all segments (Commercial, Enterprise, IPS, Solutions), Insight's architect community, NetApp's AI/ML leadership, and cross-functional teams across Insight. While aligned to support all business segments, this role does not have direct reporting relationships to individual segment leaders.

The position described above provides a summary of some the job duties required and what it would be like to work at Insight. For a comprehensive list of physical demands and work environment for this position, click here.

Posting Notes: AZ-Home || Arizona (US-AZ) || United States (US) || Project Management || None || Remote ||