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Title:  Azure Systems Integrator Lead


Berlin, DE, 10719 London, GB, EC2M 1NH Paris, Hauts de Seine, FR, 92088

Requisition ID:  42731
Job Summary

This is a transformational role within NetApp that will drive our Cloud GTM with Microsoft’s key
Systems Integrators. This position will be responsible for all aspect of joint selling - partnering, GTM activities, sales enablement, pipeline management, sales opportunity reporting and management of NetApp and Microsoft sellers. Not only will this position be responsible for the day-to-day sales leadership, but it will also provide feedback into our product orgs to shape our product vision.
The Azure Systems Integrator Lead role will be a part of our Azure Business Unit that reports to the CEO.

Essential Functions

The role of the Azure Systems Integrator (SI) Lead is to work with Microsoft to drive Azure NetApp Files (ANF) consumption through Microsoft’s priority Systems Integrators. This role is primarily responsible for building relationships with Azure Business Units at SIs and with Microsoft’s SI Leads to grow Azure Consumption.  This role will also help SIs evaluate ANF for their applications, recommend solutions that meet their requirements, remove roadblocks to deployment and drive partner satisfaction.

Key responsibilities include:

  • Develop and maintain a sales plan that includes mapping to the appropriate Microsoft resources; prospect into the Partner Team, Account Team, Specialist Team and Customer Success units to build relationships, manage sales opportunities, create a sales pipeline and deliver a ANF revenue forecast to Azure Business Unit Management
  • Disciplined business-management; adaptable to a culture of accountability; build a strong and active business network; meets sales targets and operational standards. 
  • Build and transform new markets and lead transformational shifts for our customers. Develop, communicate and provide high business impact solutions that enable digital transformation
  • Maintain and develop a positive Customer and Partner Experience (CPE), per the foundational goals and aspirations of Microsoft
  • Clear communication, status, and leadership will be essential to succeed. As this is an emerging space, the ability to pivot quickly and try new ideas will also be required.
Job Requirements
  • Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, and large dollar deal negotiation 
    • Experience and expertise selling large cloud deals to senior business decision makers by aligning and reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria 
    • Ability to solve customer problems with the Azure cloud platform, specifically solutions related to new internal LOB apps and external facing apps, migration to cloud, Hybrid cloud, datacenter infrastructure modernization, DevOps/DevTest along with knowledge of enterprise and competitive cloud solutions
  • Success in previous roles selling through or with partners and joint GTM efforts
  • Clear and demonstrated understanding of the various capabilities of Azure SI and GTM Channels
  • Ability to work in a fluid environment and possess a creative mindset for new forms of storage consumption/pricing models
  • Proven ability to work collaboratively and be open to direct feedback
  • Develop and grow a sales opportunity pipeline and manage a collaborative sales campaign
  • Ability to define an operationalize a plan within an established company
  • Be able to articulate a business case for the established direction/investment in this space

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