Job Summary
The Keystone Solution Sales Director – APAC is a senior sales leader responsible for scaling NetApp's fastest‐growing consumption and As‐a‐Service (XaaS) business across the APAC region. This leader drives revenue growth, builds high‐performance sales teams, and transforms how enterprise customers adopt and consume NetApp Storage‐as‐a‐Service solutions.
This role blends field sales leadership, enterprise GTM strategy, and sales enablement. Success requires a leader who can simultaneously close complex enterprise deals, develop next‐generation sales talent, and reshape a sales culture toward acquisition, hunting, and outcome‐based selling.
What Success Looks Like (Director‐Level Outcomes)
At NetApp, Director roles are measured on business impact, leadership effectiveness, and sustainability of results, not activity alone.
12–24 Month Success Profile
A successful Keystone Solution Sales Director will:
* Establish Keystone as a strategic growth engine within APAC
* Build a self‐sustaining pipeline of net‐new logos
* Develop a bench of hunter‐oriented, promotion‐ready leaders
* Institutionalize Keystone selling across the broader NetApp field
Key Performance Indicators (KPIs) & Success Metrics
Revenue & Growth (Primary Accountability)
* Keystone ARR / ACV Attainment
o Meet or exceed regional Keystone revenue targets
* Year‐over‐Year Growth
o Demonstrated incremental growth in Keystone bookings and installed base
* Forecast Accuracy
o Consistent forecast reliability and disciplined opportunity management
Pipeline Health & New‐Logo Acquisition
* Net‐New Logo Creation
o Measurable increase in first‐time Keystone and NetApp customers
* Pipeline Coverage
o Sustained 3–4x pipeline coverage for Keystone motions
* Sales Velocity
o Reduced deal cycle time through improved qualification and execution rigor
Sales Transformation & Enablement
* SSP Evolution Metrics
o % of SSPs progressing from overlay → hunter → leader roles
* Field Enablement Impact
o Increased Keystone deal participation by non‐Keystone sellers
* Training Effectiveness
o Correlation between enablement initiatives and win‐rate improvements
Organizational & Leadership Effectiveness
* Talent Development
o Internal promotion readiness of leaders and sellers
* Engagement & Retention
o Healthy retention rates within Keystone sales organization
* Cross‐Functional Trust
o Strong partnerships across Sales Ops, BU, Finance, Legal, and Marketing
Partner & Ecosystem Impact
* Partner‐Sourced Pipeline
o Growth in Keystone pipeline through VARs and Systems Integrators
* Joint GTM Execution
o Successful co‐selling motions with strategic partners
Director‐Level Responsibilities
Strategic Sales Leadership
* Own regional Keystone revenue, pipeline, and GTM execution across APAC
* Translate NetApp corporate and Keystone BU strategy into regional plans
* Personally engage in high‐value enterprise opportunities and executive negotiations
Team Leadership & Organizational Development
* Lead and develop managers, senior sellers, and enablement leaders
* Build a performance culture grounded in accountability, coaching, and outcomes
* Recruit, develop, and retain top‐tier sales leadership talent
Sales Enablement & Scale
* Institutionalize Keystone selling across the broader NetApp field
* Drive adoption of consistent playbooks, qualification frameworks, and pricing discipline
* Partner with Marketing and Product to refine messaging and positioning
Executive & Cross‐Functional Influence
* Act as the Keystone executive voice for APAC
* Influence roadmap, pricing, and program decisions through field insights
* Align regional execution with global Keystone GTM priorities
Experience & Capability Profile
Required Experience
* Senior sales leadership experience in enterprise technology or services
* Proven success selling subscription, consumption, or XaaS models
* Demonstrated ability to build pipeline from white space, not just expand existing accounts
* Experience leading organizations through sales transformation
Preferred Experience
* Storage, hybrid cloud, or infrastructure services background
* MEDDIC, Challenger, or structured enterprise sales methodologies
* Experience working with channel‐centric GTM models
Why This Role Is Unique
* Keystone is one of NetApp's highest‐growth strategic businesses
* This role has true regional ownership with executive visibility
* Opportunity to build, not inherit, a next‐generation GTM model
* Direct impact on NetApp's transition to consumption‐based growth
At NetApp, we embrace a hybrid working environment designed to strengthen connection, collaboration, and culture for all employees. This means that most roles will have some level of in‐office and/or in‐person expectations, which will be shared during the recruitment process.
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.
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