Role Description

In this high-impact role, you will be responsible for driving new logo acquisition and expanding NetApp’s presence across a defined territory. As a senior individual contributor, you will focus on identifying, engaging, and winning new enterprise customers, servicing existing customers, building a robust pipeline, and converting opportunities into long-term strategic relationships.

You will own the end-to-end sales motion from territory planning and prospecting through to deal closure and initial land. Working closely with partners, marketing, and pre-sales teams to accelerate pipeline generation and revenue growth.

Success in this role requires a true hunter mentality, strong sales discipline, accurate forecasting, and the ability to influence C-level stakeholders while navigating complex enterprise buying environments.

Key Responsibilities

• Drive New Logo Acquisition
  • Identify, prospect, and acquire new enterprise customers within your assigned territory
  • Build and execute a targeted acquisition strategy to penetrate whitespace accounts and industries
  • Create and convert high-quality pipeline aligned with growth targets
• Own the Full Sales Cycle
  • Lead all aspects of the sales process—cold outreach, qualification, solution positioning, proposal, and closure
  • Drive urgency and momentum across complex sales cycles to consistently close high-value deals
• Pipeline Management & Forecasting
  • Build and maintain a healthy, predictable pipeline with strong conversion ratios
  • Deliver accurate weekly/monthly/quarterly forecasts aligned to revenue targets
  • Apply disciplined opportunity management and pipeline hygiene
• Territory & Account Planning
  • Develop and execute strategic territory and prospecting plans to maximise coverage and opportunity creation
  • Prioritise high-value accounts and buying centres to accelerate acquisition
• Executive Engagement
  • Build relationships with C-level and senior stakeholders in target accounts
  • Position NetApp as a strategic partner by aligning solutions to business outcomes

Critical Skills for Success

• Proven Hunter Sales Experience (8+ years)
  • Strong track record in new logo acquisition and greenfield sales within enterprise accounts
  • Demonstrated success in building pipeline from scratch and consistently exceeding targets
• Sales Discipline & Forecasting Excellence
  • Expertise in pipeline generation, management, and accurate forecasting
  • Strong operational rigor with CRM tools and sales methodologies
• Enterprise Technology Expertise
  • Knowledge of hybrid cloud, storage, and enterprise IT solutions, with the ability to translate technical capabilities into business value
• Complex Deal Execution
  • Skilled at navigating multi-stakeholder sales environments, procurement processes, and long sales cycles
• Executive Presence
  • Ability to confidently engage and influence C-suite decision-makers
  • Build credibility quickly in new accounts
• Commercial & Negotiation Strength
  • Strong negotiation skills with the ability to structure win-win outcomes
  • Results-oriented with a focus on closing

Personal Characteristics

• Hunter Mindset – highly driven, competitive, and energised by winning new business
• Resilient & Persistent – thrives in high-rejection environments with the ability to maintain momentum
• Data-Driven & Disciplined – uses metrics and insights to manage pipeline and forecast effectively
• Action-Oriented – proactive, fast-moving, and focused on execution
• Customer-Centric Storyteller – able to articulate compelling value propositions to new audiences
• Collaborative Leader – works effectively across internal teams and partner ecosystems to win deals