Title:  Cloud /Hyperscaler Business Development Manager


Paris, FR

Requisition ID:  114101

Long Description

As a Cloud /Hyperscaler Business Development Manager you will manage assigned strategic Customers as defined per Netapp

Build pipeline and drive revenue generation through assigned Partners for the assigned territory or country.

Maximizes customers revenue generation by managing all non-opportunity/deal specific activities associated with partner recruitment, business development, and support

Participates in and coaches partners through planning, demand generation, and business development to increase Netapp specific commitment, capability, pipeline and revenue generation

Recruits GSI and strengthens relationships to drive commitment to Netapp products and solutions

Build Pipeline and drive revenue against sales targets

Ensure successful customer implementations through delivery of timely, relevant skills transfer to the partner.

Grow ecosystem of customers partners, enhancing capabilities required to sell entire Netapp portfolio

Primary Duties / Responsibilities

· Primary relationship owner with the Customers

· Grow business with customers through joint business planning and execution of pipeline build activities

· Forecast customers business and opportunity to insure predictable revenue management and target achievement

· Educate partner on selling Netapp product portfolio by coordinating and delivering ongoing training, skills transfer and driving demand generation and business development

· Ensure successful customer implementations through Increasing the number and capability of skilled technical individuals at the customers

· Orchestrate resources to support customers and help strengthen relationships with Netapp teams including: ensuring all Netapp sales teams, Product Sales Specialists and Technical Partner Manager are engaged and providing appropriate deal support; organizing ongoing training; ensuring participation in marketing and channel strategy programs

· Maintain senior-level relationships to gain commitment and ensure Netapp is top of mind for customers business leaders (e.g. included in annual/quarterly business plans, reviews)

· Monitor and provide insight into the customers business and technical service capability, financial results, and investment in selling Netapp products and services

· Potential to engage with customers to support customers where no sales direct touch coverage

Qualifications (Knowledge, Skills, Abilities)

· Relationship/network building to develop and strengthen customers relationships

· Planning and financial skills including business planning and basic knowledge of economics of channel ecosystem

· Sales capabilities to enable a proper business forecasting and management

· Knowledge of Netapp products and understanding of how Netapp products create value for customers

· Ability to help customers communicate value proposition to customers

· Understanding of customer and customers’ business needs

· Prospecting skills – ability to develop customers

· Ability to engage, excite, influence and coordinate both customers and Netapp functions even though they are not under his/her direct control through

· Selling experience and ability to provide guidance to customers on selling and closing skills

· Presentation skills in a 1-many environment to deliver Netapp messages and positioning to both GSI and customers.

· Experience in Pipeline building with partners including planning, gaining senior sponsorship, delivering sales training, sales coaching, managing timely execution and follow-up. Coordinating Netapp to GSI sales relationships.

Job Segment: Revenue Management, Marketing Manager, Business Development, Cloud, Finance, Marketing, Sales, Technology