Title:  Alliances Manager - Spot

Location: 

US US, 28105 Boulder, CO, US, 80302 Atlanta, GA, US, 30342 Baltimore, MD, US Waltham, MA, US, 02451 Addison, TX, US, 75001 San Diego, CA, US, 22434 Sunnyvale, CA, US, 94089 Southfield, MI, US, 48075 Bellevue, WA, US, 98004 Miami, FL, US, 33131 Edina, MN, US, 55435 Philadelphia, PA, US, 19019 Sacramento, CA, US, 94203 Hillsboro, OR, US, 97124 Los Angeles, CA, US, 90001 Greenwood Village, CO, US, 80111 Salt Lake City, UT, US, 84121 Madison, WI, US, 53558 Austin, TX, US, 78759 San Francisco, CA, US, 94111 Scottsdale, AZ, US, 85256 Irvine, CA, US, 92618 Phoenix, AZ, US, 85001 New Orleans, LA, US, 70032 Tampa, FL, US, 33601 Columbus, OH, US, 43215 Vienna, VA, US, 22182 Houston, TX, US, 77024 Cranberry Township, PA, US, 16066 New York, NY, US, 10017 St. Louis, MO, US, 63101 Research Triangle Park, NC, US, 27709

Requisition ID:  67583

About NetApp

We’re forward-thinking technology people with heart. We make our own rules, drive our own opportunities, and try to approach every challenge with fresh eyes. Of course, we can’t do it alone. We know when to ask for help, collaborate with others, and partner with smart people. We embrace diversity and openness because it’s in our DNA. We push limits and reward great ideas. What is your great idea?

Job Summary

Spot (by NetApp) is looking for a superstar Strategic Alliance Manager to drive our growth across the US, Canada and Latam. This role reports directly to the Head of Strategic Alliances, and is an opportunity to join a young Rocketship company that hit its first $10M ARR in under one year, with no sales team, and is now on a very steep growth trajectory as part of NetApp. 

Our Alliances team has built deep and very productive partnerships with NetApp (who acquired us), the three major Cloud providers (AWS, GCP, Azure), and a network of other partners including several major PE/VC firms. As we scale these efforts, and broaden these partnerships while exploring new alliance opportunities, we seek a high calibre alliance manager to build relationships, programs, and execute in the market.  

Responsibilities:  

Cultivate strong working relationships with our existing alliance partners 

Effectively “map” large organizations, coordinating engagements between partner and Spot Sales team 

Execute upon the strategy for our successful alliances with several partner ecosystems, including the three major Cloud providers (AWS, GCP, Azure), and a network of other partners including several major PE/VC firms 

Coordinate and quarterback a wide range of initiatives and programs generated from these alliance ecosystems: including referrals into large new customer deals, marketing opportunities, and areas of focus for product 

Work closely with senior management at some of the largest companies in the Cloud ecosystem, and show versatility in building these productive partnerships 

Support and execute channel-driven sales plans with partners’ systems engineers, and reps  

Deliver on revenue and new-logo pipeline targets while enhancing partner and customer satisfaction and adoption 

Travel as necessary within your area and to company-wide meetings 

Job Requirements

REQUIREMENTS 

  • 3+ years experience growing sales through Alliance and Channel relationships in a B2B software/SaaS environment 

  • Experience enabling and aligning alliance and channel partners, defining partner strategy, signing new partners 

  • Strong entrepreneurial bent and ability to juggle BD and Channel responsibilities  

  • Results-oriented leader who also possess a classic BD skillset  

  • Experience in the Cloud industry preferred 

  • Experience in tech, particularly SaaS, preferred 

  • Startup experience preferred 

  • Strong Analytical base 

Education

spotgtm

CloudERP

Why NetApp?

In a world full of generalists, NetApp is a specialist. No one knows how to elevate the world’s biggest clouds like NetApp. We are data-driven and empowered to innovate. Trust, integrity, and teamwork all combine to make a difference for our customers, partners, and communities. 
 
We expect a healthy work-life balance. Our volunteer time off program is best in class, offering employees 40 hours of paid time off 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. We also offer financial savings programs to help you plan for your future.  
 
If you run toward knowledge and problem-solving, join us.

 

Colorado Residents Only: If the Company determines this role will be performed in Colorado, the starting On Target Earning for this position is  175,500. This role could be eligible for comprehensive benefits including: Medical, Dental, Vision, Life, 401(K), Paid Time off (PTO), Company bonus, Employee stock purchase plan, *. Final compensation will be dependent on various factors such as location, qualifications, certifications, relevant work experience and other factors, consistent with applicable law.


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