Principal Segment Sales Manager – Networking Software

This is a fully remote position, open to applicants in California, +2 more states.

📋 Description

• Develop the strategic framework for segments, target-customer initiatives, sales pipeline, forecasting, and competitive analysis for DOCA and BlueField infrastructure software.

• Cultivate opportunities within data center networking, application delivery, cybersecurity, cloud-native infrastructure, storage, and data services.

• Identify and engage lighthouse customers and ecosystem partners, including security and storage software vendors, OEMs, cloud service providers, systems integrators, and enterprise infrastructure teams.

• Establish repeatable commercialization pathways from technical integration through validation, launch, paid adoption, software and support attachment, renewal, and expansion.

• Shape intricate opportunities involving pricing, packaging, licensing, entitlements, support, and partner routes in collaboration with Product, Engineering, Finance, Legal, Operations, and Support teams.

• Convert customer requirements into distinct business opportunities covering model-serving environments, data movement, networking, storage, security, performance, scalability, and operational efficiency.

• Lead customer and partner discovery processes, executive value discussions, technical validation planning, and commercial follow-through across various buying centers.

• Create seller and partner strategies that illustrate how infrastructure software delivers measurable customer outcomes, equipping the field to qualify and advance opportunities.

⛳️ Requirements

• 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 strategies for enterprise infrastructure software.

• Proven success in developing market or segment plans, qualifying complex opportunities, inspecting pipelines, forecasting, shaping deals, and translating early customer demand into consistent revenue.

• Strong practical experience with data center networking and contemporary application infrastructure, including Ethernet, switching and routing, application delivery, load balancing, multi-cloud networking, Kubernetes, APIs, or cloud-native platforms.

• Familiarity with cybersecurity markets or solutions, such as network security, cloud security, zero-trust architectures, firewalls, SASE, application and API security, or security operations.

• Background in storage infrastructure or data services and understanding of how networking, compute, memory, storage, and security interact within modern data centers.

• Experience with host networking, storage infrastructure, and software-defined data center platforms, including the interactions between networking, compute, storage, and security in contemporary environments.

• Proven experience in bringing enterprise software, subscription or consumption offers, support services, or platform solutions to market through direct and partner channels.

• Knowledge of 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 in developing joint solutions and go-to-market strategies with vendors in networking, security, storage, cloud, or AI infrastructure software.

• A track record of utilizing adoption, attach, renewal, customer outcome, and revenue data to enhance go-to-market priorities and investment decisions.

🏝️ Benefits

• 15% variable compensation

• Equity

• Benefits