Cloud GTM Planning Manager

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.

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