Principal Segment Sales Manager - Networking Software

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NVIDIA has been transforming computer graphics, PC gaming, and accelerated computing for more than 25 years. Today, we are applying accelerated computing and AI to define the next era of computing. Doing what has never been done before takes vision, innovation, and exceptional talent. As an NVIDIA N, you will work in a diverse, supportive environment where people are encouraged to do their best work and make a lasting impact. NVIDIA is looking for a Principal Segment Sales Manager to build and scale the business for infrastructure software that improves the performance, security, efficiency, and serviceability of AI data centers. NVIDIA BlueField DPUs and DOCA enable networking, cybersecurity, storage, and host-infrastructure services to run on an accelerated and programmable data-processing platform. You will own the segment sales motion across DOCA services and the BlueField software ecosystem, including networking, cybersecurity and storage use cases. You will work with customers, account teams, software vendors, OEMs, cloud providers, and channel partners to turn technical integrations and early customer demand into repeatable, paid software and support revenue growth. What you'll be doing: 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.

NVIDIA 致力于变革计算机图形、PC 游戏和加速计算领域已超过 25 年。如今，我们正运用加速计算和 AI 来定义下一个计算时代。做前所未有之事需要远见、创新和卓越人才。作为 NVIDIA 的一员，您将在一个多元、支持性的环境中工作，这里鼓励人们发挥最佳水平并创造持久影响。NVIDIA 正在寻找一位首席细分市场销售经理，负责构建和扩展基础设施软件业务，以提升 AI 数据中心的性能、安全性、效率和可维护性。NVIDIA BlueField DPU 和 DOCA 使网络、网络安全、存储和主机基础设施服务能够在加速且可编程的数据处理平台上运行。您将负责 DOCA 服务和 BlueField 软件生态系统的细分市场销售推进，包括网络、网络安全和存储用例。您将与客户、客户团队、软件供应商、OEM、云提供商和渠道合作伙伴合作，将技术集成和早期客户需求转化为可重复的付费软件和支持收入增长。您将要做的事情：为 DOCA 和 BlueField 基础设施软件制定细分市场策略、目标客户计划、销售管道、预测和竞争视图。在数据中心网络、应用交付、网络安全、云原生基础设施、存储和数据服务领域开拓机会。识别并转化灯塔客户和生态系统合作伙伴，包括安全和存储软件供应商、OEM、云服务提供商、系统集成商和企业基础设施团队。创建可重复的商业化路径，从技术集成到验证、发布、付费采用、软件和支持附加、续订和扩展。与产品、工程、财务、法务、运营和支持团队协作，在定价、打包、许可、授权、支持和合作伙伴路径方面塑造复杂机会。将客户需求转化为清晰的商业机会，涵盖模型服务环境、数据移动、网络、存储、安全、性能、可扩展性和运营效率。领导客户和合作伙伴探索、高管价值讨论、技术验证规划以及跨多个采购中心的商业跟进。创建销售人员和合作伙伴打法，解释基础设施软件如何产生可衡量的客户成果，并装备现场团队以资格审查和推进机会。我们需要看到：学士学位或同等经验。15 年或以上在细分市场销售、专业销售、业务开发、产品销售、技术销售或企业基础设施软件合作伙伴上市方面的经验。已证明成功构建市场或细分市场计划、资格审查复杂机会、检查销售管道、预测、塑造交易并将早期客户需求转化为可重复收入。在数据中心网络和现代应用基础设施方面具有扎实的实践经验，例如以太网、交换和路由、应用交付、负载均衡、多云网络、Kubernetes、API 或云原生平台。在网络安全市场或解决方案方面有经验，例如网络安全、云安全、零信任架构、防火墙、SASE、应用和 API 安全或安全运营。具有存储基础设施或数据服务背景，并理解网络、计算、内存、存储和安全在现代数据中心中如何相互作用。具有主机网络、存储基础设施和软件定义数据中心平台的经验，包括网络、计算、存储和安全在现代环境中如何相互作用。具有通过直销和合作伙伴渠道将企业软件、订阅或消费产品、支持服务或平台解决方案推向市场的经验。

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