Title:  Director, Strat Alliances

Location: 

New York, NY, US, 10017 London, GB, EC2M 1NH

Requisition ID:  111661

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?

"At NetApp, we fully embrace and advance a diverse, inclusive global workforce with a culture of belonging that leverages the backgrounds and perspectives of all employees, customers, partners, and communities to foster a higher performing organization." -George Kurian, CEO

Job Summary

NetApp’s Strategic Partner organization is looking for an Executive to lead the growth of the global partnerships with strategic partners.   You will establish and grow NetApp’s strategic relationship with partners, client executives, practice leads, as well as executive leadership to create the understanding that the on-going relationship is critical to the success of both NetApp and the partner.

As a Partner Executive, you will create, develop and lead the strategic plan, drive executive and field relationships, identify opportunities to accelerate the growth of the partnership, and collaborate on the development and execution of go-to-market and solution / sales plans.  The ideal candidate will possess both a business background enabling them to engage at the CXO / Partner level, as well as a background that enables them to easily interact with senior leadership at the partner as well as with client teams in Global and Enterprise customers. The candidate should have experience and demonstrated ability in thinking strategically about partnerships, business, product, services, offerings, and technical challenges, with the proven ability to motivate and lead geographically and culturally diverse teams.  

Job Requirements

Principal Responsibilities:
Lead cross-functional, cross-organizational, geographically and culturally diverse team in completing the following primary tasks:
•    Develop and execute a global partnership plan with a focus on growing NetApp influence and portfolio revenue with the partner
•    Create regular communication and visibility for the partnership plan, successes, challenges, and relevant changes to KPIs
•    Identify, qualify, prioritize and ultimately deliver partner-driven cloud offerings containing NetApp products and services
•    Lead a virtual team with representation from all major theaters, set global goals and KPIs, work with theater leaders to define regional goals and KPIs as well as gain buy-in and support in execution
•    Manage quarterly business reviews (QBRs) with partners, and, where appropriate, work with regional organizations managers to support regional and in-country business reviews
•    Regularly assess trends and competitive positioning of NetApp’s products and technologies
•    Develop partner-specific sales forecasts, goals and strategies
•    Analyze field and competitive intelligence to understand competitive strategies and identify opportunities where NetApp can add value to the partner’s strategy
•    Identify emerging, and / or lead response to, complex problems that will affect sales for the partner, work with customers and key NetApp personnel to ensure their rapid resolution
•    Grow trusted relationships across diverging cultures, geographies and economies to drive incremental revenue growth and improve NetApp’s strategic positioning with the partner
•    Develop and continuously improve sales tactics for each product or service line to meet or exceed established sales goals
•    Establish resource requirements, budgets and performance standards for the partnership

Communication Skills:
Excellent written and verbal communication skills are essential.  Must be able to convey ideas and solutions at an Executive level in a clear, positive and concise manner using diplomacy and persuasive selling.  Communication skills must include listening, presentation, and “live” demonstration skills.  Must be able to develop professional business and technical presentations and deliver them to all levels within an organization.  Demonstrated ability to communicate effectively across large virtual global teams.
•    Strong presentation skills and the ability to articulate complex concepts to cross functional audiences.
•    Excellent understanding of software solutions and business-outcome oriented value propositions, particularly in areas of cloud, data management, enterprise applications, hybrid/multi-cloud management, Edge IoT, and AI/ML.
•    Excellent interpersonal skills and the ability to inspire others to act without using explicit authority
•    Strong verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations.
•    Leadership and personnel management skills
•    Excellent communication skills; fluent written and verbal language skills in English

Education

Bachelor’s degree in business or combination of bachelor’s degree and relevant experience.  Master of Business Administration degree is highly desired.

Ten or more years’ experience in strategic sales and account management with experience in leading large Global Accounts, Global System Integrators and/or Global Technology Partners.

•    A business degree, or equivalent experience is required. MBA preferred. 
•    Knows how to hold business-led discussions and identify the customer’s challenges and issues from this and can interpret and translate those pain points into revenue opportunities.
•    Ability to rapidly engage a diverse audience of internal / external stakeholders and build consensus.
•    Recognized as a senior strategic and operational leader with expert competence in developing account strategy and global sales plans.
•    Understanding of sales, marketing, lead generation processes and key performance
•    indicators / value drivers for large organizations.
•    Track record of delivering measurable results, regularly meeting or exceeding targets. Priority
•    given to experience driving influenced revenue or channel sales via partnerships.
•    Understanding of sales, marketing, lead generation processes and key performance indicators / value drivers for large organizations.
•    Strong project management skills and ability to work cross-functionally with other development teams and partner organizations is a must.
•    Excellent business acumen with a strong ability to map business requirements to compelling value propositions and technical solutions.
•    Strong executive presence and outstanding communication skills across a wide variety of mediums and situations – including written and verbal communication and in presentations spanning formal and informal, from small to large audience.
•    Willingness to travel on an as-needed basis globally

Did you know…
Statistics show women apply to jobs only when they’re 100% qualified. But no one is 100% qualified. We encourage you to shift the trend and apply anyway! We look forward to hearing from you.

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. 

U.S. Residents Only: In accordance with NetApp’s Policy, all U.S. employees of NetApp must be fully vaccinated against COVID-19 if they work at a Company location or remotely. If there is a reason preventing you from receiving the COVID-19 vaccination, you must request and be approved for one of the legally acceptable exemptions and reasonable accommodation must be established.


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