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Title:  Alliance Manager

Location:  CHINA - Beijing
Requisition ID:  1259

Job Summary

The Sales Business Development Manager will develop new alliance partners and engage specific technology partners in order to increase NetApp's products and solutions sales. The role includes but is not limited to the development and execution of a strategy to create joint value propositions which increases sales activities in the Region. This individual will work closely with the sales teams as well as members of the NetApp corporate alliance organization to leverage current sales tools and solutions. The role requires strong communication and collaboration skills combined with a sense of urgency to drive incremental revenue for the assigned Region and Area. 

Essential Functions:
- Focus on developing new alliance partners and engage specific technology partners to meet sales targets.
- Cover a specific geographical area and target large, complex, high visibility, strategic, or tactically important accounts. 
- Work closely with district sales and regional sales management on development and execution of a sales strategy; adhere to available resources and district sales objectives.
- Drive the strategy for business development with selected partners (e.g. Oracle, Microsoft, Symantec and SAP) to increase incremental sales within the Region.
- Leverage partner's solutions and resources within the NetApp sales force, including mapping of the sales organizations at the sales district level and assuring that the teams are working together on a updated pipeline of opportunities.
- Collaborate with the field marketing organization to plan, deliver and manage an effective communication and demand generation campaign for each partner across the region.
- Work with marketing to access current sales tools and drive the creation of new solutions.
- Work with peers within across NetApp field and alliance marketing organizations to assure that best practices are utilized to drive effective partner campaigns.

Job Requirements

- Excellent verbal and written communications skills; presentation, customer service, business and negotiation skills.
- Ability to travel within assigned region, working closely with District Managers, Sales Representatives, and channel partners. Occasional travel outside of region required.
- Strong interpersonal and collaboration skills. 
- High energy with the capability to multi-task in a dynamic, rapidly growing organization.
- Ability to manage priorities and deadlines.
- A thorough understanding of go-to-market strategies including account segmentation, products, marketing strategies, etc.
- Broad exposure to a variety of technologies/concepts in a distributed environment.

Responsibility and Interaction:
- Having broad expertise or unique knowledge, this individual uses their skills to contribute to the development of company objectives and principles, and to achieve sales function goals in creative and effective ways. 
- Is responsible for a specific geographical install base and large, complex, high visibility, strategic, or tactically important accounts. 

- This individual effectively works with, and influences senior internal personnel within the function, and employees in other functions that support the sales effort, and has direct customer contact. 
- May successfully coordinate significant projects or initiatives across functional groups.
Limited management supervision and direction is provided since this individual operates and drives results independently.
- The ideal candidate is a subject matter expert and strongly influences sales team decisions and initiatives. May also act as a team leader and major decision maker for team projects with significant interdependencies. 
- May supervise other less senior members within same function.


- More than 12 years of experience in business development, channel sales, software sales and/or alliances background is desired. 
- Experience in storage/data management industry
- Experience in dealing with NetApp's Alliances
- Regional Exposure
- A University degree is required; a Graduate Degree is preferred. 
- Experience which demonstrates a significant level of expertise in technical specifications required to sell NetApp products and services is required.
- Specialized knowledge in breadth and/or depth.

Job Segment: ERP, Business Development, Oracle, Database, Outside Sales, Technology, Sales

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