Head of Business Development - Remote Job

Business Development Manager - NetApp SLED
Business Development Manager - NetApp SLED

You will have the flexibility to work fully remotely.

Fortune 500 Company (No. We are not just a tech 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.

The Business Development Manager (BDM) for NetApp SLED (State, Local, and Education) drives Insight's SLED 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 SLED sellers and architects, identifying and prioritizing client target accounts within the SLED market, and designing field activities that support demand generation and pipeline growth. The BDM acts as a strategic bridge between Insight's SLED sales organization and NetApp leadership, facilitating coordinated go-to-market execution and ensuring alignment on joint business objectives within the SLED segment. This role is critical to Insight's SLED business plan execution and market expansion in state governments, local municipalities, K-12 education, and higher education institutions.

Drive execution of NetApp SLED 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 SLED 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 SLED segment (state agencies, local governments, K-12 districts, higher education institutions)

Design and execute field activities that generate demand, build pipeline, and support Insight's SLED revenue targets (events, training sessions, joint customer meetings, webinars, government conferences)

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 SLED organization

Establish and maintain strategic relationships with NetApp leadership, including Account Managers, Solutions Architects, Channel Development Managers, and Product/Solution Owners focused on the SLED market

Maintain operational excellence in NetApp quoting, order tracking, backorder management, and escalation resolution to support Insight SLED teams and preserve partner satisfaction

Design and deliver quarterly NetApp enablement sessions for Insight SLED teams, including solution training, SPIFF/promotion updates, new product release communications, and certification guidance

Develop and communicate regular updates to NetApp on Insight's SLED segmentation, inventory, seller capacity, and organizational changes

Identify and develop NetApp AI infrastructure and data management use cases within SLED target accounts, positioning Insight as a trusted technology partner for government and education digital transformation

Collaborate with Insight's SLED sales organization to develop segment-specific business plans and account strategies

Work with Insight's SLED teams to understand pipeline, forecast, and resource constraints

Facilitate joint planning sessions between Insight SLED sellers and NetApp field teams to align on account strategies and opportunity development

Track and report on key metrics including pipeline growth, deal registration, training participation, and engagement cadence

Maintain awareness of SLED-specific compliance requirements (FedRAMP, CJIS, HIPAA, etc.) Facilitate quarterly business reviews (QBRs) and leader-to-leader cadences with NetApp leadership to review SLED 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 SLED 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 SLED 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 with government and education customers

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

Understanding of NetApp's hyperscaler integrations and ability to align NetApp's cloud-native storage capabilities with government and education cloud migration initiatives

Strong knowledge of Insight's SLED sales organization, seller base, and organizational structure

Understanding of SLED market dynamics, including government procurement processes, education IT priorities, and compliance requirements (FedRAMP, CJIS, HIPAA, etc.)

Ability to articulate NetApp's value proposition in the context of government and education digital transformation and budget constraints

Proficiency with CRM systems (Salesforce), quoting tools, and sales enablement platforms

Excellent communication, presentation, and relationship-building skills

SLED pipeline growth (new pipeline created and influenced)

Net new SLED client acquisition (number of new accounts and associated revenue)

SLED client expansion revenue (growth within existing accounts)

New solution adoption (NetApp Keystone STaaS, AI infrastructure, cloud-native solutions) within SLED segment

Deal registration uplift and partner program compliance

Quarterly Business Review (QBR) participation rate and engagement quality

Training sessions delivered and participation rates

Forecast accuracy and pipeline conversion rates

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 government or education segments

Experience in a partner-facing or channel management role preferred

Experience with enterprise storage, infrastructure, or cloud solutions preferred

Experience in the SLED market (government, state/local, K-12, or higher education) preferred

Strong understanding of sales processes, pipeline development, and forecasting

Excellent organizational and project management skills

TRAVEL EXPECTATIONS

This position requires 35% travel for customer meetings, partner events, internal business activities, and quarterly business reviews with NetApp leadership. Travel includes visits to key SLED accounts, regional sales offices, SLED-focused industry events (NASCIO, ICMA, EDUCAUSE), and NetApp partner events.

REPORTING STRUCTURE

This position reports to the Chief Revenue Officer or VP of Strategic Partnerships and works collaboratively with Insight's SLED sales leadership, NetApp's field organization, and cross-functional teams across Insight.

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.

Marketing Manager, Business Development, Compliance, Project Manager, Marketing, Sales, Legal, Technology

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