Partner Development Manager at NetApp summary:
The Partner Development Manager at NetApp oversees Partner Sales Executives to enhance cooperation with Global System Integrators (GSIs) in the Americas. This role focuses on developing sales strategies, building partner relationships, and driving revenue growth through collaborative efforts across the organization. The ideal candidate has extensive experience in partner ecosystems, strong executive presence, and a commitment to promoting a diverse and inclusive workforce.
About NetApp
NetApp is the intelligent data infrastructure company, turning a world of disruption into opportunity for every customer. No matter the data type, workload or environment, we help our customers identify and realize new business possibilities. And it all starts with our people.
If this sounds like something you want to be part of, NetApp is the place for you. You can help bring new ideas to life, approaching each challenge with fresh eyes. We embrace diversity and openness because it's in our DNA. Of course, you won't be doing it alone. At NetApp, we're all about asking for help when we need it, collaborating with others, and partnering across the organization - and beyond.
"At NetApp, we fully embrace and advance a diverse, inclusive global workforce with a culture of belonging that leverages the backgrounds and perspectives of all employees, customers, partners, and communities to foster a higher performing organization."-George Kurian, CEO
Job Summary
The Americas Global System Integrator (GSI) role will lead Partner Sales Executives dedicated to building pipeline and partnerships with NetApp’s Global System Integrators in the Americas This role will work across all lines of business at NetApp and our largest strategic partners to help define and lead the acceleration of joint sales, joint business planning, and the development of unique solutions to help solve our customers' biggest challenges. As the Americas leader, your deep and broad GSI partner sales experience, executive presence, and in-depth understanding of the processes, systems, and tools will ensure a “partner-focused” go-to-market strategy. In this role, you will lead a team dedicated to driving engagement with partners across all customer segments to drive incremental revenue, expand markets and ensure partners' success with NetApp. We seek a dynamic leader experienced with the unique sales motions leveraged by GSI’s across advisory/consulting, deployment, migration, management, and optimization services. A strong candidate will have experience working with, and driving partner success via sell-thru, sell-with, and sell-to motions. They will know how to translate strategy into execution and collaborate effectively across diverse stakeholders, including executives and individual contributors, customers, employees, and partners.
The ideal candidate is located in the Central US timezone.
Job Requirements
Responsibilities
• Develop revenue and sales models for our select GSI partners in the Americas region.
• Build and lead relationships with GSI partners targeting high-growth opportunities in enterprise environments.
• Develop a partner ecosystem to ensure NetApp has a balanced partnership portfolio to address current and future market demands.
• Will team to drive strategic alliances, expand joint sales opportunities, and build revenue scale across the Americas.
• Ensure the creation of sales strategies, including GTM and co-investment strategies for top partners, enabling field and partner leadership.
• Collaborate cross-functionally with field sales leadership and strategic business units to ensure a uniform vision for execution with NetApp GSI partners.
• Define and implement metrics needed to standardize a business rhythm allowing the evaluation of the overall effectiveness and performance of GSI partner sales via joint business reviews.
• Identify and drive big bet opportunities to enhance solution differentiation with GSI partners by embedding the value of the NetApp portfolio.
• Strengthen GSI partner executive connections and alignment to joint business plans, GTM strategy, and field engagement.
• Implement an internal and external communication strategy to promote the value of GSIs to NetApp and the value of the NetApp portfolio to the GSIs.
• Develop, implement, evaluate, and adjust plans to exceed goals, while ensuring the optimal use of resources.
• Review and provide input for detailed targets and forecasts for the business.
• Develop standardized methodologies for partner sales motions that remove friction across the sales cycle, build trust, and ensure partner success with NetApp technology.
• Champion career development and cultural diversity of the team
Education
Requirements
• 12+ years of experience with a demonstrable ability in sales, partner sales, and/or partner ecosystems to execute large cross-functional teams at scale.
• Extensive experience working inside Global System Integrators
• Broad experience in a matrixed leadership environment
• Handle strategic partner escalations and be the face of the sales organization when challenges arise.
• Strong executive acumen and consultative sales to help develop, nurture, and accelerate partner growth.
• Develop and maintain a high-performing partner sales organization. Reinforce a culture that sets a high bar for performance and promotes accountability and results.
• Strong background in Cloud environments and customer success with Cloud conversions
• Strong leadership and collaboration to build good working relationships across all functions.
• Must have a strong personal drive to deliver industry-leading partner experience and thrive in a fast-paced, high-energy environment with a proactive focus.
• Demonstrated strong written and verbal communication.
• Bachelor’s degree or equivalent experience. MBA or graduate degree preferred but not required.
• Must be prepared for moderate travel to a partner site(s).
Compensation:
The target salary range for this position is 272,000 - 352,000 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 (PTO), 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.
Did you know...
Statistics show women apply to jobs only when they're 100% qualified. But no one is 100% qualified. We encourage you to shift the trend and apply anyway! We look forward to hearing from you.
Why NetApp?
We are all about helping customers turn challenges into business opportunity. It starts with bringing new thinking to age-old problems, like how to use data most effectively to run better - but also to innovate. We tailor our approach to the customer's unique needs with a combination of fresh thinking and proven approaches.
We enable a healthy work-life balance. Our volunteer time off program is best in class, offering employees 40 hours of paid time per year to volunteer with their favorite organizations. We provide comprehensive medical, dental, wellness, and vision plans for you and your family. We offer educational assistance, legal services, and access to discounts. Finally, we provide financial savings programs to help you plan for your future.
If you want to help us build knowledge and solve big problems, let's talk.
Keywords:
Partner Development, Global System Integrators, Sales Strategy, Partner Ecosystem, Business Development, Revenue Growth, Cloud Solutions, Diversity and Inclusion, Executive Leadership, Cross-functional Collaboration