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About the Role
NetApp ONTAP data management software is now available on Oracle Cloud Infrastructure as a fully managed, first-party service. This role is responsible for building Oracle seller relationships, generating pipeline, and securing initial customer wins for this new offering.
Responsibilities
- Drive consumption of the service through priority Oracle sellers, customers, and partners, and through the cloud marketplaces.
- Build and run an MRR and ARR sales plan that maps accounts to the right Oracle and NetApp resources.
- Build pipeline through prospecting, joint account planning, and direct and indirect customer contact.
- Lead value-based conversations with senior business and IT decision makers, aligning the service to their workload, migration, data protection, and cost priorities.
- Conduct high-level technical discussions, engaging solution architects for deeper deal support.
- Translate customer and seller feedback into actionable input for product and marketing teams.
- Maintain an accurate SFDC pipeline, documenting and tracking opportunities to closure.
Requirements
- 8+ years of quota-carrying sales, business development, and experience in a highly matrixed environment, including growing new or emerging offerings.
- Proven track record of selling cloud or data infrastructure services through a hyperscaler or technology partner.
- Experience working within a partner's field organization.
- Demonstrated success in closing large, consumption-based or subscription deals with senior decision makers.
- Strong forecasting and pipeline management discipline with the ability to qualify early and focus on key accounts.
- Bachelor's degree in a STEM or related field, or equivalent professional experience.
- Experience selling first-party NetApp cloud services (e.g., Amazon FSx for NetApp ONTAP, Azure NetApp Files, Google Cloud NetApp Volumes) or working in a hyperscaler or NetApp overlay role is a plus.
- Existing relationships within Oracle's field organization is a plus.
- Experience selling ONTAP or enterprise storage, or knowledge of enterprise workload migration to the cloud (e.g., Oracle databases, VMware, SAP, file services) is a plus.
- Experience launching a new service or partner motion from inception is a plus.
Skills
- Sales leadership
- Business development
- Cloud consumption
- Sales planning
- Pipeline generation
- Value-based selling
- Technical discussions
- Customer feedback translation
- SFDC pipeline management
- Forecasting
- Data infrastructure services
- Enterprise storage
- Enterprise workload migration
Location
- East Coast based
Work Type
- Full-time
Experience Level
- 8+ years
Education Level
- Bachelor's degree in STEM or related field
- Graduate degree is a plus
Salary/Compensations
- 287,300 - 371,800 USD OTE (On Target Earnings)
Benefits
- Health Insurance
- Life Insurance
- Retirement or Pension Plans
- Paid Time Off (PTO)
- Various Leave options
- Employee stock purchase plan
- Restricted stocks (RSUs)
About the Company
- NetApp ONTAP data management software is coming to Oracle Cloud Infrastructure as a first party, fully managed service.
- Oracle is the fourth hyperscaler to run ONTAP natively, following Amazon Web Services, Microsoft Azure, and Google Cloud.