Job Description

Job Summary

NetApp® ONTAP® data management software is coming to Oracle Cloud Infrastructure as a first party, fully managed service. That makes Oracle the fourth hyperscaler to run ONTAP natively, after Amazon Web Services, Microsoft Azure, and Google Cloud. Someone needs to build the Oracle seller relationships, the pipeline, and the first customer wins. This role is that person.

The role

You'll own the joint go-to-market motion with Oracle's field. You'll sell alongside Oracle sellers and NetApp account teams, and you'll help customers move their ONTAP workloads to Oracle Cloud Infrastructure without rewriting applications. The role combines strategic sales leadership with business development. Your quota is cloud consumption revenue, and your relationships with Oracle, Customers and NetApp sellers decide whether you hit it.

You'll also be the voice of the customer and of Oracle's field to our product and marketing teams. What you hear in the field will shape the roadmap and the messaging.

Location: Ideal candidate lives in San Jose, San Francisco, Los Angeles, Seattle. We are open to any location in the PST.

Job Responsibilities

What you'll do

• 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 account 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. Tie the service to their workload, migration, data protection, and cost priorities.
• Run high-level technical discussions, then bring in solution architects when a deal needs depth.
• Turn customer and seller feedback into input for product and marketing.
• Keep a clean SFDC pipeline, with opportunities documented and followed through to close.

Requirements & Education

What you bring

• 8+ or more years of quota-carrying sales, business development, and experience working in a highly matrixed environment, including growing a new or emerging offering.
• A record of selling cloud or data infrastructure services through a hyperscaler or technology partner, and of working inside a partner's field organization.
• Experience closing large, consumption-based or subscription deals with senior decision makers.
• Strong forecasting and pipeline discipline, and the judgment to qualify early and focus on the right accounts.
• A bachelor's degree in a STEM or related field, or equivalent professional experience. A graduate degree is a plus.

You'll stand out if you have

• Sold first-party NetApp cloud services, such as Amazon FSx for NetApp ONTAP, Azure NetApp Files, or Google Cloud NetApp Volumes, or worked in a hyperscaler or NetApp overlay role.
• Existing relationships inside Oracle's field organization.
• Sold ONTAP or enterprise storage, or know how enterprise workloads such as Oracle databases, VMware, SAP, and file services move to the cloud.
• Launched a new service or a new partner motion from the beginning.

Why this role

• You'll join at launch, so you set the playbook rather than inherit one.
• You'll work on a first-party service with joint Oracle and NetApp sales motion, not a resell arrangement.
• You'll have direct access to the product leaders building the service.

The target salary range for this position is 287,300 - 371,800 USD. 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.