About NetApp
We're forward-thinking technology people with heart. We make our own rules, drive our own opportunities, and try to approach every challenge with fresh eyes. Of course, we can't do it alone. We know when to ask for help, collaborate with others, and partner with smart people. We embrace diversity and openness because it's in our DNA. We push limits and reward great ideas. What is your great idea?
"At NetApp, we fully embrace and advance a diverse, inclusive global workforce with a culture of belonging that leverages the backgrounds and perspectives of all employees, customers, partners, and communities to foster a higher performing organization." -George Kurian, CEO
Job Summary
Manages, develops and implements programs to drive and meet organizational and sales performance objectives. Utilize strategic thinking, leaderships skills to shape GTM planning strategy, incentive structuring, sales effectiveness and productivity that drive desired sales behavior to achieve strong company outcomes. Implement reporting and data driven insights to track performance of plans of leading/lagging indicators. Collaborate cross functionally across internal stakeholders such as Sales Leadership, Sales team members, Sales Compensation and Finance, FP&A, Sales Operations and HR to ensure alignment and support of planning deliverables.
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Job Requirements
Develop the end-to-end blueprint for annual/half sales planning process and ensure key stakeholders in Sales, Finance, Business Operations, Data/Analytics and Product are aligned for execution
Lead annual sales planning process in partnership with sales and finance to ensure successful execution of all planning activities:
- Structuring equitable sales territories across geographies (globally) that align with sales focus areas/targets
- Quota assignment modeling and support quota assignment of territories that are reasonable and attainable
- Headcount deployment
- Coverage modeling
- Resource capacity planning
- Productivity planning and forecasting
Collaborate with Compensation and FP&A to develop annual sales incentive plans in partnership with sales leadership, that incentivize sales team to achieve/exceed their sales and retention goals while ensuring alignment across business objectives
Partner with field sales leadership and compensation enablement to develop communication, distribution, and enablement of sales plans, incentive plans and other compensation programs ensuring timely distribution of sales goals and compensation programs
Collaborate with Business Reporting team to lead the analysis of sales attainment, goals tracking, and sales enablement programs. Create modeling and reporting around historical, YTD and projection Fiscal year performance. Model out incentive impacts and provide regular forecasts on sales results, providing actionable intelligence for continuous refinement of our strategy, plans and philosophy
Build and maintain strong partnerships proactively across leadership including sales, operations, finance, and reporting by fostering open dialogue, effective collaboration and providing solutions to issues in real time in alignment with policies and planning administration
Drive compensation and planning strategy forward by acting as a consultant for field including sales reps, partner managers and solution architects providing insights and guidance leveraging data to influence compensation business cases and decisions that deliver growth in desired areas of business outcomes
Conduct and leverage competitive market analysis to benchmark compensation and planning activities to be informed of best practices and market trends
Collaborate with Business Reporting and Data Analytics teams to build sustainable systems and tools to support sales planning and compensation design efforts
Acting as a liaison to ensure that programs, organizational marketing, field marketing and sales activities coincide.
Assisting in analyzing programs and making suggestions to increase effectiveness.
Qualifications
Typically requires a minimum of 8 years relevant experience
Experience in sales incentive compensation design and development and quota calculation
Requires experience and knowledge of Cloud consumption and subscription revenue (ARR and revenue) as the compensation metric.
Possess strong analytical skills, a problem-solving mindset, and exceptional project management skills.
Experience in large, complex organizations with more than one revenue channel or sales division.
A mind set to always look for ways to improve process or design effectiveness
Ability to partner with Leadership to solve challenges and design effective incentive plans
Communicate effectively with internal and external customers of all levels.
Strong ability to analyze a situation, evaluate options, and solve problems.
Advanced time management skills including ability to handle multiple projects with aggressive deadlines
Advanced Microsoft Office skills including use of PowerPoint and Excel
Equal Opportunity Employer:
NetApp is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination based on age, race, color, gender, sexual orientation, gender identity, national origin, religion, disability or genetic information, pregnancy, protected veteran status, and any other protected classification.
Did you know...
Statistics show women apply to jobs only when they're 100% qualified. But no one is 100% qualified. We encourage you to shift the trend and apply anyway! We look forward to hearing from you.
Why NetApp?
In a world full of generalists, NetApp is a specialist. No one knows how to elevate the world's biggest clouds like NetApp. We are data-driven and empowered to innovate. Trust, integrity, and teamwork all combine to make a difference for our customers, partners, and communities.
We expect a healthy work-life balance. Our volunteer time off program is best in class, offering employees 40 hours of paid time off per year to volunteer with their favorite organizations. We provide comprehensive medical, dental, wellness, and vision plans for you and your family. We offer educational assistance, legal services, and access to discounts. We also offer financial savings programs to help you plan for your future.
If you run toward knowledge and problem-solving, join us.
USA and Canada Residents Only:
The base salary hiring wage range for this position which the Company reasonably and in good faith expects to pay for the position in the specified geographic areas or locations, is $137,600 - $168,190. Final compensation will be dependent on various factors relevant to the position and candidate such as geographical location, candidate qualifications, certifications, relevant job-related work experience, education, skillset and other relevant business and organizational factors, consistent with applicable law. In addition, the position may include some of the following comprehensive benefits such Medical, Dental, Vision, Life, 401(K), Paid Time off (PTO), sick time, leave of absence as per the FMLA and other relevant leave laws, Company bonus/commission, employee stock purchase plan, and/or restricted stocks (RSU's).
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