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Title:  Channel Sales Dev Mgr

Location: 

New Delhi, IN, 110025

Requisition ID:  28546

Job Summary

Who are we:

Are you data-driven?  We at NetApp believe in the transformative power of data – to expand customer touchpoints, to foster greater innovation, and to optimize operations.  We are designed for simplicity, optimized to protect, created to embrace future opportunity, and open to enrich choice.  We are the data authority for hybrid cloud, and we are helping our customers realize the full potential of their data.

We’ve built a Data Fabric for a data-driven world – to simplify and integrate data management across the resources that are best for the business.  With the Data Fabric, our customers can harness the power of cloud data services, build cloud infrastructures, and modernize storage through data management.

By modernizing storage through data management, customers can upgrade infrastructure to bring modern data services to existing applications. Only NetApp can help organizations free the resources necessary to fund transformation by deploying the industry’s leading flash storage solution, which is highly efficient and scalable in both data center and cloud environments.

Summary:

As a Channel Development Manager, you will be responsible for developing new Channel pathways, new Go To Market strategies and engaging new Channel pathways to increase NetApp’s products and solutions sales.

In this role, you will be responsible for profitable sales of NetApp solutions and services through the partner network. You will serve as a trusted business advisor to the channel partners and develop and execute joint strategies to promote NetApp solutions. Your core responsibility will include ensuring that the channel partners act as extended sales and technical team members to NetApp organization.

The primary duties include selling NetApp’s products/services, developing and executing a strategy to create joint value propositions to and through the channel, new go to market strategies, to work with field marketing, to increase end user awareness, demand generation and to enable the Channel to increase sales.

This role requires strong knowledge in the data management industry, strong communication and collaboration skills combined with a sense of urgency to drive revenue generation for the assigned territory.

This role covers North & East territory and is based in Delhi.  

Job Requirements

Responsibilities:

  • Recruit, develop and manage strategic partner alliances/partnerships and opportunity pipelines, including Cloud partnerships
  • Evangelize NetApp products in conjunction with recruiting key alliances/partnerships
  • Articulate the value of investing in selling NetApp solutions and services to the channel partners
  • Identify and develop key account partnerships and relationship programs designed to produce sales opportunities.
  • Develop and maintain executive and key influencer relationships with channel partner firms
  • Foster and maintain a positive, growing relationship and mindshare with partners and their sales force
  • Engage with the partners’ sales team by driving programs, initiatives, training participation and pipeline awareness to support opportunity progression
  • Evaluate program trends and provide analysis and recommendations to management.
  • Works toward mutual goals, strategies and objectives to build awareness and support of overall strategic benefits of the partnership to senior leaders.
  • Monitor programs to assess the sales impact of offered solution(s) in the marketplace and the overall success of the partnership.
  • Proactively lead joint partner planning sessions that are focused on incorporating NetApp offerings into the partners’ strategy that meet mutual goals and objectives. Document the goals and assigned action items. Ensure that all are completed to everyone’s satisfaction.
  • Navigate NetApp on behalf of the partner to acquire critical resources to help close deals
  • Meet and exceed assigned targets for profitable sales volumes and strategic objectives in assigned partner account

Who are you:

  • Minimum 8 years of experience in frontline channel management, preferably in hardware (servers, storage) products. Experience with cloud partners will be desirable.
  • Good knowledge and experience of the data management industry, private and public cloud environments, virtualization and cloud management stacks (ex: OpenStack, vCloud Director, etc.)
  • Good knowledge of Public/Hybrid Cloud Infrastructure and Cloud Service Providers (GCP, Azure, AWS)
  • Customer facing experience and the ability to deal with ambiguity
  • Strong solutions selling skills and good time management
  • Strong presentation skills, sales skills, polished communication skills with the ability to train others
  • Ability to work collaboratively with colleagues across departments and across functions
  • Willingness to travel in assigned territory.

Education

Typically requires a minimum of 8 years of related experience with a Bachelor’s degree; or 6 years and a Master’s degree; or a PhD with 3 years experience; or equivalent experience.


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