Principal Segment Sales Manager - Networking Software

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.

What we need to see:

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.