Business Development Manager - NetApp SLED

Insight Enterprises, Inc.

2d•Remote

About The Position

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.

Requirements

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 for government and education budgets
Understanding of NetApp's hyperscaler integrations and ability to align NetApp's cloud-native storage capabilities with government and education cloud migration initiatives
Familiarity with NetApp Learning Services, certification pathways, and enablement resources
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
Ability to work cross-functionally and influence without direct authority
Strategic thinking combined with strong execution and attention to detail
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
Strong understanding of sales processes, pipeline development, and forecasting
Excellent organizational and project management skills

Nice To Haves

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

Responsibilities

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
Communicate NetApp contests, SPIFFs, promotions, and new product launches to SLED 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 SLED segment
Maintain awareness of SLED-specific compliance requirements (FedRAMP, CJIS, HIPAA, etc.) and ensure NetApp solutions align with government and education mandates
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
Participate in SLED-focused industry events (NASCIO, ICMA, EDUCAUSE, etc.) to stay current on government and education market trends and opportunities
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