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Sales Capacity and Blueprint Planning Manager
Morrisville, North Carolina, United States; San Jose, California, United StatesJob Summary
Owns and maintains the enterprise blueprint that defines the foundational relationship between sales roles, customer and market segmentation, coverage models, and organizational design. Translates the approved blueprint into annual capacity and productivity plans that align workforce investments with growth priorities, financial targets, and go-to-market strategy. Develops data-driven models, planning assumptions, and scenarios to determine required role capacity, hiring and deployment needs, productivity expectations, and timing by segment, geography, route to market, and sales motion. Partners cross-functionally with Sales Leadership, Finance, Human Resources, Revenue Operations, Strategy, and Data/Analytics to ensure the blueprint remains governed, scalable, and actionable throughout the annual planning cycle.
Job Requirements
Lead the end-to-end blueprint, capacity, and productivity planning process, ensuring key stakeholders across Sales, Finance, Human Resources, Business Operations, Strategy, and Data/Analytics are aligned on planning inputs, decisions, and execution. Core responsibilities include:
- Own and maintain the sales blueprint, including standardized sales roles, role definitions, reporting relationships, coverage ratios, customer and market segments, sales motions, and role-to-segment alignment.
- Establish blueprint governance, decision rights, documentation standards, and change-control processes to maintain a consistent source of truth across annual and in-year planning.
- Translate the approved blueprint and business strategy into annual capacity requirements by role, segment, geography, route to market, and sales motion.
- Build productivity models using historical performance, ramp profiles, attrition, tenure, seasonality, coverage, workload, pipeline, and market opportunity assumptions.
- Develop scenarios that quantify headcount needs, hiring timing, redeployment opportunities, capacity gaps, productivity improvements, and investment trade-offs.
- Reconcile capacity plans with revenue targets, expense guardrails, workforce plans, and approved financial assumptions.
- Partner with Sales and Finance leaders to align capacity recommendations with strategic priorities, growth expectations, productivity targets, and affordability.
- Define and maintain planning assumptions, methodologies, role taxonomies, productivity benchmarks, and model documentation to support transparent, repeatable decision-making.
- Create executive-ready analyses that explain capacity demand, supply, gaps, risks, sensitivities, and recommended actions.
- Monitor actual headcount, ramp, attrition, deployment, and productivity against plan; identify deviations and recommend corrective actions or forecast updates.
- Conduct in-year scenario planning for organizational changes, acquisitions, market shifts, new sales motions, or changes in investment levels.
- Partner with Human Resources and Talent Acquisition to translate approved capacity plans into hiring profiles, sequencing, and workforce actions.
- Collaborate with Data and Analytics teams to develop reliable datasets, dashboards, and sustainable planning tools that improve accuracy and reduce manual effort.
- Facilitate blueprint and capacity planning reviews, document decisions, manage dependencies, and drive closure of open actions across stakeholders.
- Continuously improve planning processes, model accuracy, data quality, controls, and stakeholder adoption through retrospectives and external benchmarking.
- Serve as a trusted advisor on the implications of role, segmentation, coverage, and productivity changes for organizational capacity and financial performance.
Qualifications
- Typically requires a minimum of 8 years of relevant experience in sales strategy, go-to-market planning, workforce planning, capacity planning, finance, or sales operations.
- Demonstrated experience developing sales capacity, productivity, headcount, or workforce models in a large, complex organization.
- Strong understanding of sales role design, customer and market segmentation, coverage models, sales motions, organizational structures, and annual planning processes.
- Advanced analytical and financial modeling skills, including scenario analysis, sensitivity analysis, forecasting, and reconciliation of operational plans to financial targets.
- Advanced Microsoft Excel and PowerPoint skills; experience with enterprise planning within Anaplan, business intelligence, or data visualization tools is preferred.
- Ability to synthesize complex analyses into concise, executive-ready insights and recommendations.
- Strong cross-functional leadership, stakeholder management, facilitation, and project management skills.
- Experience establishing governance, maintaining planning standards, and managing change across multiple business units, geographies, or sales channels.
- Detail-oriented, intellectually curious, and committed to improving data quality, model integrity, process efficiency, and decision transparency.
Compensation:
The target salary range for this position is 129,200 - 192,500 USD. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. 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, Performance-Based Incentives, employee stock purchase plan, and/or restricted stocks (RSU’s), with all offerings subject to regional variations and governed by local laws, regulations, and company policies. Benefits may vary by country and region, and further details will be provided as part of the recruitment process.
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.
Why You'll Thrive at NetApp
At NetApp, you won't wait for the perfect moment—you'll make it. The early planning, the extra thought, the bold idea that turns good into great: That's how our people operate and how we continue to push the boundaries of data infrastructure.
NetApp is the trusted partner for organizations transforming data into opportunity. As the only enterprise-grade storage service natively embedded in Google Cloud, AWS, and Microsoft Azure, we empower customers to run everything from traditional workloads to enterprise AI with unmatched performance, resilience, and security.
Our culture
We celebrate mold breakers, bold thinkers, and problem solvers. We reward initiative, impact, and ownership. We provide flexibility so you can balance professional ambition with your personal life. Here, differences are not just welcomed—they drive everything we do.
If you're ready to innovate, rise to the challenge, and own every moment - make your next move your best one. Apply now.
Submitting an Application
To ensure a streamlined and fair hiring process for all candidates, our team only reviews applications submitted through our company website. This practice allows us to track, assess, and respond to applicants efficiently. Emailing our employees, recruiters, or Human Resources personnel directly will not influence your application.
AI Disclosure
For select roles, some stages of our hiring process may use artificial intelligence tools to help evaluate applications and candidate selection. These tools support—rather than replace—human decision-making.
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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. We pledge to take every reasonable step to ensure that our applicants and employees are respected, treated fairly and with dignity. See the EEO poster, Know your rights poster, and NetApp EEO policy. NetApp makes reasonable accommodations, consistent with applicable laws, for religious purposes and for the known physical or mental limitations of an otherwise qualified applicant or employee with a disability, who can perform the essential job functions unless undue hardship would result.
State-specific postings/notices to applicants regarding contract compliance can be found here in English and here in Spanish, and fair employment practice information can be found here.
Reasonable Accommodations
At NetApp, we are committed to fostering an inclusive and accessible workplace where individuals with disabilities can thrive. In alignment with our values, NetApp provides reasonable accommodations and adjustments where possible to qualified applicants and employees with disabilities, in accordance with employment rights and regulations relevant to their country of employment, to ensure equal access to employment opportunities and job performance.
Applicants who would like to request an accommodation or adjustment are encouraged to Contact Us. Each request will be assessed on a case-by-case basis, in accordance with applicable laws and our commitment to equity and belonging within our culture, values and business practices. Requests will be handled confidentially and respectfully, and we will work collaboratively to identify effective solutions.
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We care about your privacy and, therefore, ask that you read our Candidate Privacy Notice before you submit any personal information to us.
NetApp does not carry out any solely automated decision making (i.e. the process of making a decision by automated means without any human involvement) in determining your suitability or eligibility for specific roles.
However, the processing of your personal information is carried out with the aid of manual and automated tools. In particular, NetApp may use an automated employment evaluation tool or similar tool as one of several tools, actions, and/or steps to assist with NetApp’s review of candidate applications for various hiring needs.
Currently, when addressing certain hiring needs, NetApp uses the following tools:
- Eightfold (eightfold.ai): This tool can provide an initial ranking of a candidate’s skills and experience, based on information provided by the applicant in the application and/or supporting documentation, in comparison to the NetApp designated key requirements of a specific role. Additionally, the tool may be used to help review and/or rank internal employees seeking promotion or other internal mobility. An independent audit of the Eightfold Matching Model tool can be found at https://eightfold.ai/nyc-eightfoldmatching-model.
- Findem (findem.ai): This tool is used to help identify candidates whose skills and experience may be relevant to open roles at NetApp, using publicly available professional information. Findem may also be used to assist with candidate matching, AI-assisted screening, and recruitment communications.
Our talent acquisition team or our recruiters will ultimately select the candidates for further consideration, following human review of any automated evaluation results and associated underlying documentation (or lack thereof) submitted with the candidates’ application.
Candidates may request an alternative selection process which will not be subject to the Eightfold matching tool or to any electronic automated employment evaluation by contacting NetApp at careers@netapp.com. To bypass the Eightfold matching tool or any electronic automated employment evaluation, you must include a resume and job ID with your email to careers@netapp.com and you must include in the subject line of your email: Data Privacy Request. Candidates who have questions or want to request additional information on the source of data, type of data, and/or collection of data related to the candidate review process should contact NetApp at careers@netapp.com
Note: Eightfold is not applicable to temporary hiring opportunities. If you are interested in temporary roles, you can apply via a third-party site managed by our preferred supplier, Magnit Global. Magnit Global will provide its own privacy disclosures for your review as part of the application process.
Submitting an application
To ensure a streamlined and fair hiring process for all candidates, our team reviews apcplications submitted through our company website only. This practice allows us to track, assess, and respond to applicants efficiently. Emailing our employees, recruiters, or Human Resources personnel directly will not influence your application.
AI Disclosure
For select roles, some stages of our hiring process may use AI-powered tools to assist with tasks such as identifying relevant candidates, matching skills and experience to role requirements, and conducting initial screenings. These tools support - rather than replace - human decision-making. To learn more, please see our AI Transparency Statement. If you would prefer not to engage with an AI-assisted process, you can request an alternative by contacting careers@netapp.com. Choosing an alternative process will not impact your candidacy in any way.