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Title:  Cloud Technolgy ISV Manager

Location:  USA - California - Sunnyvale Headquarters
Requisition ID:  4561

Job Summary

This is a transformational role within NetApp which will define and drive our cloud technology ISV partner strategy.  This position will be responsible for all aspects of identification, enabling, and GTM between NTAP and the cloud technology ISV partner ecosystem.

This role will be a part of our Global Hyperscaler Business Development team that lives within our Cloud Business Unit.  This position will be responsible for cultivating a new breed of technology partner that will help drive sales of the NetApp cloud suite. This individual will own the relationship with the key partners that have been defined in their geography as strategic for NetApp. They will work with leadership from each partner to define a plan for success including GTM tactics and metrics. 

The ideal candidate will possess both a business background that enables them to engage with partners as well as a technical background that enables them to easily interact with SW Engrs and architects.

Should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus.

In this role, you will be asked to:

  • Build and operate a scalable program to enable integration of ISV software with NetApp cloud suite.
  • Work closely with NetApp Hyperscaler business development teams to define the market and revenue opportunities for integration.
  • Develop financial incentives as appropriate to encourage strategic ISVs to integrate their products with NetApp cloud suite.
  • Identify key and emerging ISV partners to be the focus of enablement, and other go-to-market initiatives.
  • Prepare and deliver business reviews to SR. management regarding partner revenue generation, customer wins through ISV partners, and overall progress on partner strategy.
  • Handle a high volume of requests while remaining flexible and focused in the fast pace of the cloud computing market.

Job Requirements

Essential Functions: The essential role is to identify and align partners with the overall NTAP Cloud Business Unit GTM strategy within their geography.  NTAP offers a variety of assets that move data between on-prem and public cloud environments.  There are partners that can use those NTAP assets to wrap solutions or offer systems integration services to provide differentiated value to the end customer.  Responsibility of this function is to identify, enable, and incent those partners to help expand the customer base and revenue stream of NTAP within the hybrid cloud segment.  As this is a transformational role to NTAP, clear communication, status, and leadership will be essential to possess.  The individual will also need to possess the ability to form strong relationships with leaders/owners of key partners and be able to align both NetApp and partner field resources around the plan.  As this is an emerging space, the ability to pivot quickly and try new ideas will also be required.  

Requirements:- Deep domain knowledge and expertise around building a partner ecosystem to drive revenue in the digital cloud marketplace

- Drive transformational thinking and enablement into established, as well as a net new community of partners for NetApp

-Clear and demonstrated understanding of the various partner network for the major public cloud providers

-Ability to quickly pivot from technical to business discussions, from detailed business requirements to strategic goals

-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

-Ability to operationalize a plan to drive new revenue streams from partners for NetApp

-Be a trusted advisor and advocate for target partners

-Thrives on responsibility and lives for the next big challenge

-Ability to multi task in a self-managed environment

-Excellent communication skills (verbal and written)

Education

-10+ years demonstrated sales/channel leadership success, leading high-growth, emerging businesses a plus.

-Demonstrated success in building and developing high performance teams.

-Basic understanding of cloud infrastructure and NetApp

-Experience working effectively across internal and external organizations

-Domestica and international travel flexibility

-Broad company & business experience, especially in go-to-market roles

-Proven success managing a diversified business, global responsibility a plus

-Degree in business, computer science or related field is required (Graduate Degree is desired)

Equal Opportunity Employer Minorities/Women/Vets/Disabled.


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