Title:  Global Leader, Google Cloud Alliance & Ecosystem Business Development

Job Summary

As the Global Head of the Google Cloud Alliance & Ecosystem BD team, you will lead an international team responsible for managing NetApp’s global Google Cloud alliance and ecosystem to the purpose of driving joint GTM for NetApp cloud software offerings on Google Cloud.  
 
This team plays a critical role in driving NetApp cloud revenue across a portfolio that includes the jointly developed Google Cloud 1st party service Google Cloud NetApp Volumes (GCNV) and NetApp’s CVO, Cloud Data Services, & Cloud Ops Marketplace offerings. You will utilize deep experience & expertise with the Google Cloud organization and its partner ecosystem to support the growth of the GCNV business and drive joint GTM, Co-selling, & Marketplace motions for NetApp’s 3P offerings.  
 
This challenging position requires a strategic mindset, executive presence, exceptional communication skills, an inclusive leadership style, and strong relationship & consensus building competencies to expand the NetApp - Google Cloud partnership.  
 
Key aspects of the role:
You will join the leadership team of Hyperscaler Alliances & Marketplaces organization, reporting to the Senior Director of H/S Alliances & MPs. You will lead your team in accordance with the organization’s culture of extreme competence, data-driven decision making, servant leadership, and humility. You will set objectives for yourself and your direct reports and assist them in building strategies & execution plans that result in Google Cloud mindshare & trust, sales pipeline, and cloud revenue across all products.  
 
You will represent NetApp in day-to-day engagement with a variety of Google Cloud GTM counterparts. In the service of aggressive goals, you will help propel a rigorous annual, quarterly, and monthly cadence of work with Google Cloud and NetApp sales, product, and marketing leadership. Your responsibilities will include building strategies, setting goals & KPIs, driving sales and Co-selling excellence, and maintaining high standards for performance measurement and management. 
 
You will work in concert with multiple stakeholder organizations across NetApp, including: Executive, Sales, Product, Marketing, the Worldwide Partner Organization (WPO), and multiple Operations teams. You and your team will maintain an SLA for managing NetApp connections and collaboration orchestration with a wide variety of Google Cloud counterparts. You will spend considerable time collaborating with NetApp partner sales and program leadership to drive coordinated GTM efforts between Google Cloud, NetApp, and their shared ecosystem of ISV, GSI, MSP, and S.I. partners.

Job Requirements

Essential Functions:  
•    Supporting and working closely with the Google Cloud Sales Specialist leadership & CSA organizations, you will build annual, quarterly, and monthly plans driving activities including, but not limited to:  orchestrating GTM; industry & workload-specific business development; relationship management & development; partner-to-partner enablement. 
•    Participate in strategic planning sessions with peer managers in Google Cloud Product, Sales, Sales Strategy & Operations, Partner Programs, and technical business development. 
•    Communicate Corporate strategy to employees within your function. 
•    Establish short-term and long-term goals and performance metrics in line with corporate objectives. 
•    Review management plans with Executive Management on a regular basis. 
•    Select, develop, and evaluate personnel to ensure departmental goals are met. 
•    Assume responsibility for result, including costs, methods, and staffing. 

Job Requirements: 
•    Deep experience working at Google Cloud in the partner organization (or related organizations), and/or as an Alliance & BD leader for a Google Cloud ISV partner and Marketplace seller.  
•    Exceptional verbal and written communications skills, including presentation skills. A demonstrated ability to communicate complex ideas and plans via both written narratives and PowerPoint presentations is crucial. 
•    Excellent strategic partnership building & management skills & track record, and negotiating skills.  
•    Experience in developing, managing, and executing GTM plans, both internal and in partnership with both Google Cloud & the ecosystem of top tier Google Cloud consulting & resale partners. 
•    Experience selling 1st Party & 3rd Party technology solutions on Google Cloud and supporting Co-sell motions with Google Cloud and or partner sellers. 
•    Ability to work collaboratively with functional peers across multiple NetApp organizations functions. 
•    Strong understanding of storage, cloud operations, and DevOps technologies and competitive offerings in the market.  
•    Ability to convey information clearly and provide analysis as needed to help NetApp make strategic & investment decisions. 
•    An excellent understanding how technology products and solutions solve business problems.  
•    Demonstrated experience working with Sales, Product, Marketing, and Operations organizations in a large, international enterprise technology company. 
•    A successful track record managing an international team of professional level employees.

Education

•    A minimum of 15-20 years of business development and/or strategic partnership experience is required. 
•    Professional experience at Google Cloud and/or experience leading a strategic ISV partnership with Google Cloud is required, with a preference for both. 
•    A Bachelor of Arts or Science Degree is required, or equivalent experience.