Sales Specialist, Hyperscaler

NetApp, Inc.; United States; Hybrid; USD 287,000 - 372,000; Full time

Benefits offered by this job

Health Insurance

Life Insurance

Retirement/Pension Plans

Paid Time Off

Employee stock purchase plan

RSUs

Job summary

NetApp, Inc. in San Jose, CA, is seeking a strategic sales leader to drive Cloud GTM with hyperscalers and manage joint selling with key Sellers, Customers, and Partners.

The role combines leadership, market intelligence, and revenue generation, with a focus on shaping product direction and supporting strategic marketing initiatives across cloud workloads and data needs.

Qualifications

• Extensive experience in business development tools and market research to position products effectively.
• Clear understanding of Hyperscaler Marketplaces and expertise selling large cloud deals to senior business decision-makers by aligning cloud value to business pain points.
• Deep knowledge of sales scoping, qualification, value selling, and ROI justification.
• Extensive experience understanding customer needs and business processes, then delivering outcomes that address their priorities.
• Proven ability to work collaboratively with diverse stakeholders and communicate high-impact solutions.
• 8+ years of demonstrated sales leadership and business development success, including partner GTM sales.
• Bachelor's in STEM; Graduate degree highly desired.

Responsibilities

• Drive Cloud Consumption by coordinating with hyperscaler partners to push service adoption among priority Sellers, Customers, and Partners.
• Pipeline & Business Development: build a strong pipeline via direct/indirect outreach and proactive strategies.
• Sales Planning & Execution: develop an MRR/ARR plan and map to hyperscaler resources, engaging NetApp teams.
• Technical & Value Selling: lead high-level product discussions, translate needs into features, differentiate NetApp offerings.
• Market Intelligence & Strategy: analyze customer data to shape marketing and product strategies.
• Disciplined Business Management: maintain SFDC pipeline, generate reports, track opportunities to closure.

Skills

Business development

Market research

Cloud sales

Hyperscaler marketplaces

Strategic sales planning

Customer outcomes

Collaboration & communication

Sales leadership

Education

Bachelor’s degree in STEM

Graduate degree desirable

Job description

Job Summary

We at NetApp believe in the transformative power of data – to expand customer touchpoints, to foster greater innovation, and to optimize operations. We are designed for simplicity, optimized to protect, created to embrace future opportunities, and open to enrich choice. We are the data authority for hybrid cloud, and we are helping our customers realize the full potential of their data. We have built an intelligent Data Fabric for a data-driven world – to simplify and integrate data management across the resources that are best for the business.

This is a transformational role within NetApp that will drive our Cloud Go-To-Market (GTM) with Hyperscalers’ (e.g. AWS, Azure, GCP, OCI) key Sellers, Customers, and Partners for a new service. This position acts as a hybrid between a strategic sales leader and a Business Development Manager, responsible for all aspects of joint selling, pipeline development, market intelligence gathering, and management of NetApp and hyperscaler sellers.

Not only will this position be responsible for day-to-day sales leadership and revenue generation, but it will also provide vital customer feedback into our product organizations to shape our product vision and support strategic marketing activities. You will help end customers and partners evaluate the service for their workloads, applications, and data needs in the cloud, recommend solutions that meet requirements, and remove roadblocks to deployment.

Location: San Jose, CA (Bay Area)

Job Responsibilities

• Drive Cloud Consumption: Work closely with hyperscaler partner to drive service consumption through priority Sellers, Customers, Partners, and the Marketplaces.
• Pipeline & Business Development: Develop a strong pipeline of new customers and projects through direct or indirect customer contact, prospecting, and proactive business development strategies.
• Sales Planning & Execution: Develop and maintain an MRR and ARR Sales Plan that includes mapping to the appropriate hyperscaler resources. Prospect into the partner community and NetApp Account/Specialist Teams to build relationships, manage sales opportunities, and deliver targeted revenue.
• Technical & Value Selling: Perform high-level product discussions, respond to client inquiries, and translate customer needs into actionable features. Differentiate NetApp's offerings to support successful deals.
• Market Intelligence & Strategy: Mine customer interaction data for the business intelligence that enables the building of effective customer strategies. Provide input into strategic marketing activities for new products and enhancements based on customer needs.
• Disciplined Business Management: Maintain an accurate SFDC pipeline, produce lead reports, document important customer opportunities, and ensure leads are followed through to completion.

Requirements & Education

• Business Development & Market Research: Extensive experience in business development tools, exploring potential growth areas, and utilizing market research to position products effectively.
• Cloud & Hyperscaler Expertise: Clear and demonstrated understanding of Hyperscaler Marketplaces and expertise selling large cloud deals to senior business decision-makers by aligning cloud value to business pain points.
• Strategic Sales Planning & Execution: Deep knowledge of sales scoping, qualification, value selling, and developing future-oriented sales plans that support the overall business strategy and ROI justification.
• Delivering Results for Customers: Extensive experience understanding customer needs and business processes, then delivering outcomes that address their most pressing business priorities.
• Effective Collaboration & Communication: Proven ability to work collaboratively in a fluid environment, manage relationships with diverse stakeholders, and communicate high business impact solutions that enable digital transformation.
• Experience: 8+ years of demonstrated sales leadership and business development success, including partner GTM sales and emerging business growth.
• Education: A Bachelor of Arts or Sciences Degree in STEM or a related field is required. A Graduate Degree is highly desired.

The target salary range for this position is 287,300 - 371,800USD. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. The range is based on 'On Target Earnings’ (OTE) representing the total potential earnings, which is the sum of the base salary and potential commission earned when performance targets are achieved. 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, employee stock purchase plan, and/or restricted stocks (RSU’s). These offerings are subject to regional variations and governed by local laws, regulations, and company policies. We will provide detailed information about the specific benefits for your region during the recruitment process.

At NetApp, we embrace a hybrid working environment designed to strengthen connection, collaboration, and culture for all employees. This means that most roles will have some level of in-office and/or in-person expectations, which will be shared during the recruitment process.

Equal Opportunity Employer:

NetApp is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination based on age, race, color, gender, sexual orientation, gender identity, national origin, religion, disability or genetic information, pregnancy, protected veteran status, and any other protected classification.

Why You'll Thrive at NetApp

At NetApp, you won't wait for the perfect moment—you'll make it. The early planning, the extra thought, the bold idea that turns good into great: That's how our people operate and how we continue to push the boundaries of data infrastructure.

NetApp is the trusted partner for organizations transforming data into opportunity. As the only enterprise-grade storage service natively embedded in Google Cloud, AWS, and Microsoft Azure, we empower customers to run everything from traditional workloads to enterprise AI with unmatched performance, resilience, and security.

Our culture

We celebrate mold breakers, bold thinkers, and problem solvers. We reward initiative, impact, and ownership. We provide flexibility so you can balance professional ambition with your personal life. Here, differences are not just welcomed—they drive everything we do.

AI Disclosure

For select roles, some stages of our hiring process may use artificial intelligence tools to help evaluate applications and candidate selection. These tools support—rather than replace—human decision-making.