Sales Specialist, Oracle OCI
About The Position
NetApp ONTAP data management software is launching on Oracle Cloud Infrastructure as a first-party, fully managed service. The Sales Specialist will build relationships with Oracle sellers, create pipeline, and secure early customer wins. The role owns the joint go-to-market motion with Oracle's field organization, selling alongside Oracle sellers and NetApp account teams to help customers move ONTAP workloads to Oracle Cloud Infrastructure without rewriting applications. It combines strategic sales leadership and business development, with a quota based on cloud consumption revenue. The position also serves as a voice of customers and Oracle's field organization to NetApp product and marketing teams, using field feedback to inform product roadmaps and messaging. Ideal candidates are based on the East Coast.
Requirements
- 8 or more years of quota-carrying sales and business development experience in a highly matrixed environment, including experience growing a new or emerging offering.
- A record of selling cloud or data infrastructure services through a hyperscaler or technology partner, and of working within a partner's field organization.
- Experience closing large consumption-based or subscription deals with senior decision-makers.
- Strong forecasting and pipeline discipline, with 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.
Nice To Haves
- A graduate degree.
- Experience selling first-party NetApp cloud services, such as Amazon FSx for NetApp ONTAP, Azure NetApp Files, or Google Cloud NetApp Volumes, or experience in a hyperscaler or NetApp overlay role.
- Existing relationships within Oracle's field organization.
- Experience selling ONTAP or enterprise storage, or knowledge of moving enterprise workloads such as Oracle databases, VMware, SAP, and file services to the cloud.
- Experience launching a new service or partner motion from the beginning.
Responsibilities
- Drive service consumption through priority Oracle sellers, customers, partners, and cloud marketplaces.
- Build and execute an MRR and ARR sales plan that aligns accounts with the appropriate Oracle and NetApp resources.
- Develop pipeline through prospecting, joint account planning, and direct and indirect customer contact.
- Lead value-based discussions with senior business and IT decision-makers, connecting the service to workload, migration, data protection, and cost priorities.
- Conduct high-level technical discussions and engage solution architects when deeper expertise is needed.
- Translate customer and seller feedback into input for product and marketing teams.
- Maintain a clean SFDC pipeline, documenting opportunities and following them through to close.
Benefits
- Comprehensive benefits package, which may include health insurance, life insurance, retirement or pension plans, paid time off, leave options, employee stock purchase plan, and/or restricted stock units.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
