Requisition Number: 105831

Business Development Manager - NetApp Data Infrastructure Solutions

Location:

You will have the flexibility to work fully remotely.

POSITION OVERVIEW

The Business Development Manager (BDM) for NetApp Data Infrastructure Solutions is a cross-functional, strategic growth role responsible for identifying, developing, and scaling data infrastructure opportunities across all Insight business segments (Commercial, Enterprise, Public Sector/IPS, and Solutions). This role serves as a force multiplier for NetApp's comprehensive data infrastructure portfolio, positioning Insight as a trusted data management and infrastructure partner. The BDM bridges Insight's sales organization with NetApp's data infrastructure and cloud leadership teams, driving adoption of NetApp's core storage solutions, Keystone STaaS, hybrid cloud capabilities, and data management platforms. This role is critical to Insight's strategic initiative to expand the data infrastructure market and unlock new revenue streams through consumption-based and hybrid cloud infrastructure models.

KEY RESPONSIBILITIES
• Drive execution of NetApp data infrastructure business plan across all segments, identifying and developing data infrastructure use cases and target accounts
• Serve as subject matter expert on NetApp's comprehensive data infrastructure portfolio, including ONTAP, Keystone STaaS, cloud-native storage, and data management solutions
• Identify and qualify net-new data infrastructure opportunities within target accounts across all business segments (Commercial, Enterprise, IPS, Solutions)
• Facilitate cross-segment collaboration between Insight leadership, architects, and NetApp data infrastructure field teams to develop data infrastructure opportunities
• Design and execute field activities that generate data infrastructure demand and pipeline (infrastructure workshops, proof-of-concepts, customer briefings, webinars, industry events)
• Act as a force multiplier for NetApp's data infrastructure teams-amplifying go-to-market efforts, coordinating account planning, and extending NetApp's reach across Insight's organization
• Establish and maintain strategic relationships with NetApp data infrastructure leadership, including Product Managers, Solutions Architects, Channel Development Managers, and cloud partnership teams
• Design and deliver quarterly NetApp data 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 data infrastructure pipeline, opportunities, and market intelligence across all segments
• Partner with Insight's Solutions team to develop data infrastructure solution offerings and go-to-market strategies that leverage NetApp's capabilities

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

EXTERNAL RESPONSIBILITIES
• Facilitate quarterly business reviews (QBRs) and leader-to-leader cadences with NetApp data infrastructure leadership to review performance, align on strategy, and address escalations
• Serve as primary point of contact for NetApp's data infrastructure product teams and field leadership regarding Insight's data infrastructure business
• Coordinate with NetApp's Partner Sphere Program team to ensure Insight maintains compliance with partner program requirements and maximizes data infrastructure-specific partner benefits
• Participate in NetApp data infrastructure partner events, training sessions, and certification programs to stay current on product roadmaps and solutions
• Provide NetApp with regular intelligence on Insight's data infrastructure market opportunities, customer feedback, and competitive dynamics across all segments
• Support NetApp's data infrastructure 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 data infrastructure capabilities with cloud-native platforms and hybrid cloud strategies

REQUIRED KNOWLEDGE & COMPETENCIES
• Deep understanding of NetApp's data infrastructure portfolio, including ONTAP, Keystone STaaS, cloud-native storage (Azure NetApp Files, FSx for ONTAP, Google Cloud NetApp Volumes), and data management solutions
• Working knowledge of data infrastructure requirements, including storage architecture, performance optimization, data protection, and disaster recovery best practices
• Fluency in NetApp's hybrid cloud and hyperscaler integrations (Azure, AWS, GCP) and ability to position NetApp data infrastructure in cloud-native and hybrid environments
• Understanding of consumption-based infrastructure models and ability to position Keystone STaaS as an alternative to traditional CapEx infrastructure
• Understanding of the NetApp Partner Sphere Program and data infrastructure-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 data infrastructure opportunities and develop data infrastructure 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 data infrastructure market trends, competitive landscape, and emerging technologies

KEY PERFORMANCE INDICATORS (KPIs)
• Data infrastructure revenue and gross profit growth (year-over-year and vs. plan)
• Data infrastructure pipeline growth (new pipeline created and influenced)
• Net new data infrastructure client acquisition (number of new accounts and associated revenue)
• Data infrastructure client expansion revenue (growth within existing accounts)
• Keystone STaaS adoption and consumption-based infrastructure revenue
• Data infrastructure deal registration uplift and partner program compliance
• Quarterly Business Review (QBR) participation rate and engagement quality with NetApp data infrastructure leadership
• Data infrastructure training sessions delivered and participation rates across all segments
• Data infrastructure use cases developed and qualified
• 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 storage segments
• Experience with enterprise storage, data management, or cloud infrastructure 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 data infrastructure leadership. Travel includes visits to key data infrastructure accounts, regional sales offices, NetApp partner events, and industry infrastructure 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 data infrastructure 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 ||