Business Development Manager - NetApp Commercial

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 || Job Segment: Business Development, Compliance, Marketing Manager, Project Manager, Sales, Legal, Marketing, Technology