NetApp

Optimizes cloud infrastructure costs on AWS

Manager – Enterprise Majors Solutions Engineering

Pre-Sales Solution EngineeringUpdated on Nov 14

Full-timeUnited States

About the Job

Requirements

At least 10 years of experience in Solutions Engineering, Systems Engineering, Sales Engineering, or technical pre-sales, including significant experience supporting large enterprise customers.
At least 5 years managing or leading an SE or technical pre-sales organization with responsibility for team performance and quota attainment.
Strong enterprise storage and data infrastructure expertise, including understanding how storage fits within modern enterprise architectures and broader data strategies.
Proven experience navigating complex enterprise sales cycles involving multiple technical teams, business units, executive stakeholders, and extended decision timelines.
Strong executive presence and communication skills, with the ability to engage credibly with senior customers, technical leaders, and sales executives.
Experience with NetApp or a closely related enterprise infrastructure company within storage, hyperconverged infrastructure, data protection, or data management.
Experience leading technical strategy within large strategic or named enterprise accounts.
Strong understanding of value-based selling and the ability to coach technical teams to connect technology decisions to customer business outcomes.
Experience working with channel, distribution, and technology partners within complex enterprise accounts.
Demonstrated ability to operate as a strategic peer to sales leadership while maintaining strong operational discipline across pipeline, forecasting, and account planning.

Responsibilities

Lead, develop, and inspire a team of Enterprise Majors Solutions Engineers, building a high-performing organization focused on some of NetApp’s largest and most strategic accounts.
Partner closely with Enterprise Majors sales leadership on account strategy, pipeline, QBRs, technical coverage, and deal execution, operating as a peer in running the business.
Join executive briefings, technical discovery, architecture conversations, workshops, and critical opportunities to support customers and influence outcomes.
Drive the technical win and coach value-based selling, helping Solutions Engineers navigate complex architectures, competitive situations, multiple stakeholders, and long sales cycles while connecting NetApp technology to customer outcomes.
Build strategic customer and channel relationships, partnering with key VARs, distributors, and technology partners to expand NetApp’s reach and create opportunities within major accounts.
Own the performance and development of the organization, including recruiting, onboarding, coaching, succession planning, performance management, and career development, while maintaining operational discipline across pipeline and technical coverage.

LOCATION

This role will lead our Enterprise Majors Solutions Engineering team across the West. Candidates must be located in the Greater San Francisco Bay Area and able to travel regularly throughout the Western region to support customers, their team, and key sales opportunities.

JOB SUMMARY

We’re looking for a Manager of Enterprise Majors Solutions Engineering to lead a team supporting some of NetApp’s largest and most strategic customers and opportunities across the West. Our Majors organization is built for depth. Client Executives and Solutions Engineers are aligned 1:1, supporting a focused portfolio of large enterprise accounts that includes significant NetApp customers as well as strategic whitespace opportunities. These are complex environments with longer sales cycles, larger opportunities, and relationships that span multiple technical teams, lines of business, and executive stakeholders.

This is a player-coach role for a polished, strategic leader who loves the pre-sales motion and wants to stay close to the customer. You’ll lead experienced Solutions Engineers while working alongside them on account strategy, technical discovery, competitive positioning, and high-stakes opportunities, ensuring we connect technology to business outcomes and consistently sell on value.

WHAT YOU'LL DO

Lead, develop, and inspire a team of Enterprise Majors Solutions Engineers, building a high-performing organization focused on some of NetApp’s largest and most strategic accounts.
Partner closely with Enterprise Majors sales leadership on account strategy, pipeline, QBRs, technical coverage, and deal execution, operating as a true peer in running the business.
Stay close to the customer and the deal, joining executive briefings, technical discovery, architecture conversations, workshops, and critical opportunities where your leadership can change the outcome.
Drive the technical win and coach value-based selling, helping SEs navigate complex architectures, competitive situations, multiple stakeholders, and long sales cycles while connecting NetApp technology to meaningful customer outcomes.
Build strategic customer and channel relationships, partnering with key VARs, distributors, and technology partners to expand NetApp’s reach and create new opportunities within major accounts.
Own the performance and development of your organization, including recruiting, onboarding, coaching, succession planning, performance management, and career development while maintaining strong operational discipline across pipeline and technical coverage.

REQUIRED QUALIFICATIONS

10+ years of experience in Solutions Engineering, Systems Engineering, Sales Engineering, or technical pre-sales, including significant experience supporting large enterprise customers.
5+ years managing or leading an SE or technical pre-sales organization with responsibility for team performance and quota attainment.
Strong enterprise storage and data infrastructure expertise, including an understanding of how storage fits within modern enterprise architectures and broader data strategies.
Proven experience navigating complex enterprise sales cycles involving multiple technical teams, business units, executive stakeholders, and extended decision timelines.
Strong executive presence and communication skills, with the ability to engage credibly with senior customers, technical leaders, and sales executives.
Experience with NetApp or a closely related enterprise infrastructure company within storage, hyperconverged infrastructure, data protection, or data management.
Experience leading technical strategy within large strategic or named enterprise accounts.
Strong understanding of value-based selling and the ability to coach technical teams to connect technology decisions to customer business outcomes.
Experience working with channel, distribution, and technology partners within complex enterprise accounts.
Demonstrated ability to operate as a strategic peer to sales leadership while maintaining strong operational discipline across pipeline, forecasting, and account planning.

Compensation:
The target salary range for this position is 253,300 - 327,800 USD. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. The range is based on 'On Target Earnings’ (OTE) representing the total potential earnings, which is the sum of the base salary and potential commission earned when performance targets are achieved. Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package. This may cover Health Insurance, Life Insurance, Retirement or Pension Plans, Paid Time Off, various Leave options, employee stock purchase plan, and/or restricted stocks (RSU’s). These offerings are subject to regional variations and governed by local laws, regulations, and company policies. We will provide detailed information about the specific benefits for your region during the recruitment process.

About the Company

NetApp

Optimizes cloud infrastructure costs on AWS

Spot.io, part of NetApp, helps businesses manage cloud costs and infrastructure on AWS. It uses software that analyzes cloud usage and automates management to lower compute expenses, especially through AWS EC2 spot instances, which offer spare capacity at reduced prices. The product provides deep visibility into cloud spending, an AWS cost optimization calculator for estimating potential savings, and a free action plan tailored to each customer. Revenue comes from selling software licenses and consulting services. Target customers include enterprises using containers and orchestration tools like Kubernetes, EKS, ECS, KOPS, Docker Swarm, and OpenShift. The company aims to reduce cloud compute costs for customers while simplifying cloud operations and improving efficiency.

Company size: 51-200
Company stage: Acquired
Total funding: $53.2M
Headquarters: Tel Aviv-Yafo, Israel
Founded: 2015

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