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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in segment sales and business development for enterprise infrastructure software, with a strong focus on data center networking, cybersecurity, and cloud-native solutions. Proven ability to translate customer requirements into actionable business opportunities and create effective commercialization strategies.
Highest-signal resume keywords
Segment Sales ExperienceData Center Networking ExpertiseCybersecurity Solutions KnowledgeCloud-Native Infrastructure ProficiencyEnterprise Software Go-To-Market Strategy
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Market PlanningPipeline ForecastingComplex Opportunity QualificationTechnical IntegrationData MovementNetworkingStorage InfrastructureSoftware-Defined NetworkingKubernetesAPIs
Soft Skills
Executive Value DiscussionsCollaborationCustomer EngagementNegotiationStrategic Thinking
Tools & Technologies
NVIDIA BlueFieldDOCASmartNICsDPUsSASE
Industry Keywords
Enterprise Infrastructure SoftwareApplication DeliveryCloud SecurityZero-Trust ArchitecturesSoftware-Defined Data Center
Tech Stack
Tools & technologiesCloudCyber SecurityFirewallsKubernetesSwitching
About the role
Key responsibilities & impact- Build the segment strategy, target-customer plan, pipeline, forecast, and competitive view for DOCA and BlueField infrastructure software.
- Develop opportunities across data center networking, application delivery, cybersecurity, cloud-native infrastructure, storage and data services.
- Identify and convert lighthouse customers and ecosystem partners, including security and storage software vendors, OEMs, cloud service providers, systems integrators, and enterprise infrastructure teams.
- Create repeatable commercialization paths from technical integration through validation, launch, paid adoption, software and support attach, renewal, and expansion.
- Shape complex opportunities across pricing, packaging, licensing, entitlement, support, and partner routes in collaboration with Product, Engineering, Finance, Legal, Operations, and Support.
- Translate customer requirements into clear business opportunities spanning model-serving environments, data movement, networking, storage, security, performance, scalability, and operational efficiency.
- Lead customer and partner discovery, executive value discussions, technical validation planning, and commercial follow-through across multiple buying centers.
- Create seller and partner plays that explain how infrastructure software produces measurable customer outcomes, and equip the field to qualify and progress opportunities.
Requirements
What you’ll need- A bachelor's degree or equivalent experience.
- 15 or more years of experience in segment sales, specialist sales, business development, product sales, technical sales, or partner go-to-market for enterprise infrastructure software.
- Demonstrated success building a market or segment plan, qualifying complex opportunities, inspecting pipeline, forecasting, shaping deals, and converting early customer demand into repeatable revenue.
- Solid practical experience with data center networking and modern application infrastructure, such as Ethernet, switching and routing, application delivery, load balancing, multi-cloud networking, Kubernetes, APIs, or cloud-native platforms.
- Experience in cybersecurity markets or solutions, such as network security, cloud security, zero-trust architectures, firewalls, SASE, application and API security, or security operations.
- Background with storage infrastructure or data services and an understanding of how networking, compute, memory, storage, and security interact in modern data centers.
- Experience with host networking, storage infrastructure, and software-defined data center platforms, including how networking, compute, storage, and security interact in modern environments.
- Experience bringing enterprise software, subscription or consumption offers, support services, or platform solutions to market through direct and partner channels.
- Experience with DPUs, SmartNICs, infrastructure offload, programmable data planes, or software-defined networking and security.
- Familiarity with NVIDIA BlueField, DOCA, or related networking, cybersecurity, storage, and infrastructure software ecosystems.
- Experience building joint solutions and go-to-market motions with networking, security, storage, cloud, or AI infrastructure software vendors.
- A record of using adoption, attach, renewal, customer-outcome, and revenue data to improve go-to-market priorities and investment decisions.
Benefits
Comp & perks- 15% variable compensation
- Equity
- Benefits