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Requisition Number: 105834
Business Development Manager - NetApp Commercial
Location:
You will have the flexibility to work fully remotely.
Insight at a Glance
14,000+ engaged teammates globally $8.2 billion in revenue in 2025 Certified as a Great Place to work in 9 Countries in 2025 Fortune 500 Company (No. 447) in 2025 Received 25+ industry and partner awards in the past year $1.4M+ total charitable contributions in 2024 by Insight globally
Now is the time to bring your expertise to Insight. We are not just a tech company; we are a people-first company. We believe that by unlocking the power of people and technology, we can accelerate transformation and achieve extraordinary results. As a Fortune 500 Solutions Integrator with deep expertise in cloud, data, AI, cybersecurity, and intelligent edge, we guide organizations through complex digital decisions.
POSITION OVERVIEW
The Business Development Manager (BDM) for NetApp Commercial drives Insight's commercial 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 commercial sellers and architects, identifying and prioritizing client target accounts, and designing field activities that support demand generation and pipeline growth. The BDM acts as a strategic bridge between Insight's commercial sales organization and NetApp leadership, facilitating coordinated go-to-market execution and ensuring alignment on joint business objectives within the commercial segment.
KEY RESPONSIBILITIES
Drive execution of NetApp commercial 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 commercial 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 commercial segment
Design and execute field activities that generate demand, build pipeline, and support Insight's commercial revenue targets (events, training sessions, joint customer meetings, webinars)
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 commercial organization
Establish and maintain strategic relationships with NetApp leadership, including Account Managers, Solutions Architects, Channel Development Managers, and Product/Solution Owners
Maintain operational excellence in NetApp quoting, order tracking, backorder management, and escalation resolution to support Insight sellers and preserve partner satisfaction
Design and deliver quarterly NetApp enablement sessions for Insight commercial teams, including solution training, SPIFF/promotion updates, new product release communications, and certification guidance
Develop and communicate regular updates to NetApp on Insight's commercial segmentation, inventory, seller capacity, and organizational changes
Identify and develop NetApp AI infrastructure use cases within commercial target accounts, positioning Insight as an AI Solutions Integrator aligned with NetApp's AI-ready storage portfolio
INTERNAL RESPONSIBILITIES
Collaborate with Insight's commercial sales organization to develop segment-specific business plans and account strategies
Work with Insight's commercial teams to understand pipeline, forecast, and resource constraints
Facilitate joint planning sessions between Insight commercial sellers and NetApp field teams to align on account strategies and opportunity development
Communicate NetApp contests, SPIFFs, promotions, and new product launches to commercial 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 commercial segment
EXTERNAL RESPONSIBILITIES
Facilitate quarterly business reviews (QBRs) and leader-to-leader cadences with NetApp leadership to review commercial 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 commercial 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
Provide NetApp with regular intelligence on Insight's commercial 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
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
Understanding of NetApp's hyperscaler integrations and ability to align NetApp's cloud-native storage capabilities with Insight's cloud migration and hybrid multicloud solution plays
Familiarity with NetApp Learning Services, certification pathways, and enablement resources
Strong knowledge of Insight's commercial sales organization, seller base, and organizational structure
Understanding of Insight's competitive positioning and ability to articulate NetApp's value proposition in the commercial market
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)
Revenue and gross profit growth (year-over-year and vs. plan)
Pipeline growth (new pipeline created and influenced)
Net new client acquisition (number of new accounts and associated revenue)
Client expansion revenue (growth within existing accounts)
New solution adoption (NetApp Keystone STaaS, AI infrastructure, cloud-native solutions)
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 commercial segments
Experience in a partner-facing or channel management role preferred
Experience with enterprise storage, infrastructure, or cloud solutions preferred
Strong understanding of sales processes, pipeline development, and forecasting
Excellent organizational and project management skills
TRAVEL EXPECTATIONS
This position requires 30% travel for customer meetings, partner events, internal business activities, and quarterly business reviews with NetApp leadership. Travel includes visits to key commercial accounts, regional sales offices, and NetApp partner events.
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.
Insight is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation or any other characteristic protected by law.
Posting Notes: AZ-Home || Arizona (US-AZ) || United States (US) || Project Management || None || Remote ||
