NetApp

Optimizes cloud infrastructure costs on AWS

Migration & Modernization Business Development Manager

Business Development & PartnershipsUpdated on Nov 11

Full-timeNo salary listed

About the Job

Requirements

At least 8 years of experience in Business Development, Strategic Sales, Go-to-Market, Cloud Transformation, or Infrastructure Modernization.
A proven track record of generating pipeline and influencing revenue growth within enterprise technology environments.
Experience building target account strategies and identifying opportunities based on business or technology trigger events.
A strong understanding of hybrid cloud, multi-cloud, data infrastructure, virtualization, cloud migration, and modernization strategies.
Ability to develop and present business cases to senior business and technology leaders, including CIOs and CFOs.
Strong stakeholder management and cross-functional leadership skills.
Fluency in English and willingness to travel across EMEA/LATAM as required.

Responsibilities

Own the Migration & Modernization pipeline generation strategy across EMEA/LATAM.
Identify and prioritize target accounts based on modernization triggers such as infrastructure refreshes, end-of-life technologies, cloud migrations, virtualization changes, regulatory initiatives, and data center transformation projects.
Work with Sales, Marketing, and Partners to execute campaigns, workshops, executive engagements, and assessments that generate qualified opportunities.
Develop executive-level relationships and engage directly with customers to uncover and qualify opportunities.
Expand opportunities within the existing customer base through modernization and cloud transformation initiatives.
Drive net-new business through migration events, competitive displacement opportunities, and infrastructure transformation programs.
Identify growth areas, improve conversion rates, and help scale repeatable demand-generation motions.
Create and refine migration and modernization value propositions focused on hybrid cloud, data center modernization, workload mobility, virtualization transformation, sovereignty, compliance, and consumption-based models.
Build repeatable programs that provide account targeting, customer messaging, business value frameworks, competitive positioning, and pipeline generation activities.
Equip Client Executives, Systems Engineers, and Partner teams with the tools, messaging, and frameworks needed to identify and qualify modernization opportunities.
Support strategic opportunities through executive engagement, business case development, and competitive positioning.
Build joint migration and modernization programs with hyperscalers, systems integrators, managed service providers, cloud providers, and other strategic partners.
Drive partner-sourced pipeline through joint customer engagements and migration initiatives.

Desired Qualifications

Experience working with AWS, Microsoft Azure, Google Cloud, or large systems integrators.
Understanding of regulatory and sovereignty requirements including DORA, NIS2, and data residency considerations.
Experience supporting large-scale migration, virtualization, cloud, or data center transformation projects.
Additional European language skills are advantageous.

Job Summary:

NetApp is helping organizations modernize their data infrastructure across hybrid and multi-cloud environments while maintaining control, security, governance, and flexibility. As organizations navigate cloud migrations, data center modernization, regulatory requirements, virtualization changes, and infrastructure refresh cycles, there is a significant opportunity for NetApp to engage earlier in transformation decisions.

The Migration & Modernization Business Development Manager is responsible for creating demand, generating qualified pipeline, and accelerating growth across EMEA/LATAM. This is a highly strategic business development role focused on identifying market opportunities, engaging customers and partners, and driving measurable pipeline and bookings growth. Success will be measured by pipeline creation, opportunity progression, and business impact.

Key Responsibilities:

Drive Pipeline Growth

Own the Migration & Modernization pipeline generation strategy across EMEA/LATAM.
Identify and prioritize target accounts based on modernization triggers such as infrastructure refreshes, end-of-life technologies, cloud migrations, virtualization changes, regulatory initiatives, and data center transformation projects.
Work with Sales, Marketing, and Partners to execute campaigns, workshops, executive engagements, and assessments that generate qualified opportunities.
Develop executive-level relationships and engage directly with customers to uncover and qualify opportunities.

Accelerate Business Growth

Expand opportunities within the existing customer base through modernization and cloud transformation initiatives.
Drive net-new business through migration events, competitive displacement opportunities, and infrastructure transformation programs.
Identify growth areas, improve conversion rates, and help scale repeatable demand-generation motions.

Develop Go-to-Market Plays

Create and refine migration and modernization value propositions focused on hybrid cloud, data center modernization, workload mobility, virtualization transformation, sovereignty, compliance, and consumption-based models.
Build repeatable programs that provide account targeting, customer messaging, business value frameworks, competitive positioning, and pipeline generation activities.

Enable the Field

Equip Client Executives, Systems Engineers, and Partner teams with the tools, messaging, and frameworks needed to identify and qualify modernization opportunities.
Support strategic opportunities through executive engagement, business case development, and competitive positioning.

Partner & Ecosystem Engagement

Build joint migration and modernization programs with hyperscalers, systems integrators, managed service providers, cloud providers, and other strategic partners.
Drive partner-sourced pipeline through joint customer engagements and migration initiatives.

What Success Looks Like

- Consistent creation of net-new, self-sourced Migration & Modernization pipeline.
- Growth in bookings and opportunity conversion rates.
- Increased partner-sourced opportunities and customer expansion initiatives.
- Greater adoption of modernization plays across Sales and technical teams.
- Increased engagement earlier in customer transformation decisions.

Job Requirements:

Required

8+ years of experience in Business Development, Strategic Sales, Go-to-Market, Cloud Transformation, or Infrastructure Modernization.
Proven track record of generating pipeline and influencing revenue growth within enterprise technology environments.
Experience building target account strategies and identifying opportunities based on business or technology trigger events.
Strong understanding of hybrid cloud, multi-cloud, data infrastructure, virtualization, cloud migration, and modernization strategies.
Ability to develop and present business cases to senior business and technology leaders, including CIOs and CFOs.
Strong stakeholder management and cross-functional leadership skills.
Fluent English and willingness to travel across EMEA/LATAM as required.

Preferred

Experience working with AWS, Microsoft Azure, Google Cloud, or large systems integrators.
Understanding of regulatory and sovereignty requirements including DORA, NIS2, and data residency considerations.
Experience supporting large-scale migration, virtualization, cloud, or data center transformation projects.
Additional European language skills are advantageous.

Why Join NetApp?

You will play a pivotal role in helping customers modernize their infrastructure, transform how they manage data across hybrid and multi-cloud environments, and shape strategic technology decisions across EMEA and LATAM. This is an opportunity to build and scale a high-impact business motion with direct influence on growth, market expansion, and customer success.

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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