Requisition Number: 105832

Business Development Manager - NetApp SLED

Location:

You will have the flexibility to work fully remotely.

POSITION SUMMARY

The Business Development Manager (BDM) for NetApp SLED (State, Local, and Education) drives Insight's SLED segment business plan and strategy into the field while serving as a force multiplier for NetApp's field teams. This role is responsible for creating new relationships with Insight SLED sellers and architects, identifying and prioritizing client target accounts within the SLED market, and designing field activities that support demand generation and pipeline growth. The BDM acts as a strategic bridge between Insight's SLED sales organization and NetApp leadership, facilitating coordinated go-to-market execution and ensuring alignment on joint business objectives within the SLED segment. This role is critical to Insight's SLED business plan execution and market expansion in state governments, local municipalities, K-12 education, and higher education institutions.

KEY RESPONSIBILITIES
• Drive execution of NetApp SLED business plan and strategy, translating corporate objectives into field-level activities and account plans
• Facilitate rep-to-rep and leader-to-leader engagement between Insight SLED sellers, architects, and NetApp field teams (Account Executives, Solutions Engineers, Channel Development Managers)
• Identify, prioritize, and develop target account lists for net-new client acquisition and expansion within the SLED segment (state agencies, local governments, K-12 districts, higher education institutions)
• Design and execute field activities that generate demand, build pipeline, and support Insight's SLED revenue targets (events, training sessions, joint customer meetings, webinars, government conferences)
• Act as a force multiplier for NetApp field teams-amplifying joint go-to-market efforts, coordinating account planning, and extending NetApp's reach across Insight's SLED organization
• Establish and maintain strategic relationships with NetApp leadership, including Account Managers, Solutions Architects, Channel Development Managers, and Product/Solution Owners focused on the SLED market
• Maintain operational excellence in NetApp quoting, order tracking, backorder management, and escalation resolution to support Insight SLED teams and preserve partner satisfaction
• Design and deliver quarterly NetApp enablement sessions for Insight SLED teams, including solution training, SPIFF/promotion updates, new product release communications, and certification guidance
• Develop and communicate regular updates to NetApp on Insight's SLED segmentation, inventory, seller capacity, and organizational changes
• Identify and develop NetApp AI infrastructure and data management use cases within SLED target accounts, positioning Insight as a trusted technology partner for government and education digital transformation

INTERNAL RESPONSIBILITIES
• Collaborate with Insight's SLED sales organization to develop segment-specific business plans and account strategies
• Work with Insight's SLED teams to understand pipeline, forecast, and resource constraints
• Facilitate joint planning sessions between Insight SLED sellers and NetApp field teams to align on account strategies and opportunity development
• Communicate NetApp contests, SPIFFs, promotions, and new product launches to SLED teams in a timely and compelling manner
• Track and report on key metrics including pipeline growth, deal registration, training participation, and engagement cadence
• Support Insight's marketing team in developing NetApp-focused campaigns and collateral for the SLED segment
• Maintain awareness of SLED-specific compliance requirements (FedRAMP, CJIS, HIPAA, etc.) and ensure NetApp solutions align with government and education mandates

EXTERNAL RESPONSIBILITIES
• Facilitate quarterly business reviews (QBRs) and leader-to-leader cadences with NetApp leadership to review SLED performance, align on strategy, and address escalations
• Serve as primary point of contact for NetApp's Channel Development Managers and field leadership regarding Insight's SLED NetApp business
• Coordinate with NetApp's Partner Sphere Program team to ensure Insight maintains compliance with partner program requirements and maximizes partner benefits
• Participate in NetApp partner events, training sessions, and certification programs to stay current on product roadmaps, solutions, and competitive positioning
• Participate in SLED-focused industry events (NASCIO, ICMA, EDUCAUSE, etc.) to stay current on government and education market trends and opportunities
• Provide NetApp with regular intelligence on Insight's SLED market opportunities, customer feedback, and competitive dynamics
• Support NetApp's field teams as a resource extension, including participation in customer meetings, technical discussions, and opportunity development with government and education customers

REQUIRED KNOWLEDGE & COMPETENCIES
• Deep understanding of NetApp's product portfolio, including storage solutions, Keystone STaaS (Storage-as-a-Service), and cloud-native integrations
• Working knowledge of the NetApp Partner Sphere Program, including tier requirements, incentive structures, deal registration processes, and compliance requirements
• Fluency in NetApp Keystone Storage-as-a-Service (STaaS) model and ability to position consumption-based storage as an alternative to traditional CapEx infrastructure for government and education budgets
• Understanding of NetApp's hyperscaler integrations and ability to align NetApp's cloud-native storage capabilities with government and education cloud migration initiatives
• Familiarity with NetApp Learning Services, certification pathways, and enablement resources
• Strong knowledge of Insight's SLED sales organization, seller base, and organizational structure
• Understanding of SLED market dynamics, including government procurement processes, education IT priorities, and compliance requirements (FedRAMP, CJIS, HIPAA, etc.)
• Ability to articulate NetApp's value proposition in the context of government and education digital transformation and budget constraints
• Proficiency with CRM systems (Salesforce), quoting tools, and sales enablement platforms
• Excellent communication, presentation, and relationship-building skills
• Ability to work cross-functionally and influence without direct authority
• Strategic thinking combined with strong execution and attention to detail

KEY PERFORMANCE INDICATORS (KPIs)
• SLED revenue and gross profit growth (year-over-year and vs. plan)
• SLED pipeline growth (new pipeline created and influenced)
• Net new SLED client acquisition (number of new accounts and associated revenue)
• SLED client expansion revenue (growth within existing accounts)
• New solution adoption (NetApp Keystone STaaS, AI infrastructure, cloud-native solutions) within SLED segment
• Deal registration uplift and partner program compliance
• Quarterly Business Review (QBR) participation rate and engagement quality
• Training sessions delivered and participation rates
• Partner engagement score and relationship health (NetApp feedback)
• Forecast accuracy and pipeline conversion rates

QUALIFICATIONS
• Bachelor's degree in Business, Sales, Marketing, 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 government or education segments
• Experience in a partner-facing or channel management role preferred
• Experience with enterprise storage, infrastructure, or cloud solutions preferred
• Experience in the SLED market (government, state/local, K-12, or higher education) preferred
• Strong understanding of sales processes, pipeline development, and forecasting
• Excellent organizational and project management skills

TRAVEL EXPECTATIONS

This position requires 35% travel for customer meetings, partner events, internal business activities, and quarterly business reviews with NetApp leadership. Travel includes visits to key SLED accounts, regional sales offices, SLED-focused industry events (NASCIO, ICMA, EDUCAUSE), and NetApp partner events.

REPORTING STRUCTURE

This position reports to the Chief Revenue Officer or VP of Strategic Partnerships and works collaboratively with Insight's SLED sales leadership, NetApp's field organization, and cross-functional teams across Insight.

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 ||