Title:  Cloud Partner Pursuit Manager: EMEA & LATAM (m/f/d)


Kirchheim bei Munchen, DE, 85551 Vienna, AT, 1120 Berlin, DE, 10719 Hamburg, DE, D21079 Stuttgart, DE, 70563 Wallisellen, CH, 8304 Neu-Isenburg, DE, D63263 Dusseldorf, DE, 40472 Walldorf, DE, D69190 Paris, FR Windsor, GB, SL4 1RS Schiphol-Rijk, NL, 1119 PZ

Requisition ID:  114609


This is a business development role tasked with driving incremental Cloud revenue across EMEA & LATAM. Reporting into the Mgr: Cloud, Platforms and Solutions.

Key deliverables of the role

-  Generate a predictable and sustainable run-rate of Cloud business through the GEO partner eco-system. Working closely with the Area partner teams and Cloud specialists.
-  Own the recruitment and on-boarindg plan and requirements for new Cloud partners across the GEO.
-  Create and roll-out Commercial Cloud plan for the GEO to be executed through partners / Distributors
-  Virtual team orchestration of field-based Partner Pursuit Managers
-  Go To Market initiatives to drive NetApp / 1st party Cloud consumption through the Hyperscalers (and NetApp) partner eco-system
-  Working centrally with the Hyperscaler teams on joint initiatives that can be packaged and executed by the Area and country partner teams

Your Mission

- Live & Breathe Partner Business Development: Strategic thinker, mobiliser and leading cross-functional teams
- Own and drive strategic initiatives across the GEO through the extended partner teams. With the primary goal of developing and securing new Cloud business.
- Create scale with repeatable solutions and plays to build a predictable, sustainable partner led Cloud business
- Identify new business opportunities and areas of partner growth and lead strategic pursuits to build new business streams across the Cloud portfolio.
- Be a specialist to the GEO Partner Leads areas to deliver Cloud offerings developed with the NetApp Cloud team and Hyperscalers
- Create and share Best Practices how to address, engage, enable and activate new Cloud partners.
- Support, accompany and accelerate the Hyperscaler partner eco-system landscape by a strong emphasis on services-led partnerships – influencing cloud customer success via Marketplace, Private Offer and 1st party cloud platform success

Your Profile

- You must be a strategic, innovative, outcome-oriented thinker.
- You will enjoy being an eco-system Champion and evangelize Cloud / Solutions initiatives throughout the partner organization
- You are able to create concrete milestones for GTM initiatives and projects. And will ensure country / Area team`s buy in to the GEO goals and milestones. While managing/orchestrating deliverables through all phases of the business development cycle in cooperation with local as well as EMEA and US business stakeholders.
- You demonstrate a strong ability to influence and work collaboratively with cross-functional teams including departments like Alliances, Marketing, Netapp Learning Services, Partner Management, Business Development, Cloud Business Unit and NetApp`s program office as well as Professional Services.
- You are a professional and fluent English speaker. You are confident to effectively deliver strategic pitches as well as programmatic partner sales & enablement presentations.  Outlining partner benefits and partner to customer business values with your Cloud / Solutions partner team counterparts.
- You are motivated to take calculated risks in following new thinking routes and business modelling ideas with NetApp teams and key partners to win new partners and new customers. While evangelizing/leveraging NetApp`s unique Cloud Data Fabric capabilities and Public Cloud Services Portfolio.

Job Requirements

- Listening & Transformation skills:   A Pursuit Manager who must be able to understand the challenges and risks that NetApp partners eventually have to undertake while moving parts of their still successful, profitable legacy on-premise NetApp business towards the cloud. And transform perceived risks into an opportunity argumentation.

- Business Value Translation skills:  A Pursuit Manager who must be able to “translate” and demonstrate NetApp`s cloud solutions in the context of overall or industry specific customer use case requirements, challenges and trends, partners will face while addressing their customer base or new customers during their cloud journey.

- Agility & “Start-up” mentality: This is a dynamic market and team. Hence you will be expected to develop the “unusual” and strongly support our team as well as NetApp as an organization to enhance cloud partner engagement & activation processes, tools, programs and techniques. And constantly share eventual improvements and “best practices” across stakeholder team(s) in EMEA

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