Title:  Head of Strategic Alliances - Spot

Location: 

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

Requisition ID:  67582

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 Head of Strategic Alliances to drive our growth across the US, Canada and Latam. This role reports directly to the VP of Sales in the Americas, 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 leader to build and run a very high calibre BD/Alliances team.  

Responsibilities 

  • Cultivate strong working relationships with our existing alliance partners 
  • Hire and lead a team to continue to develop these alliance partnerships into highly productive revenue-generating channels 
  • Lead 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 
  • Become the “go to” person for 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  

  • 5+ 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 
  • Experience leading a team to pursue new strategic partnerships and expand existing alliances 
  • 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 

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  256,500. 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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