Title:  Technical Partner Manager M/F

Location: 

Paris, FR

Requisition ID:  69303

Long Description

The Technical Partner Manager (TPM) is a role primarily focussed on a developing Channel partners/distribution. The role includes:
 
Enablement of Partners on technologies and solutions. Understanding and appreciation of the partner programs and competitive offerings in order to build compelling reasons why our partners should be promoting our technologies and solutions to their customers.
Evaluating the ecosystem of partners in the region in order to identify technology/workload coverage gaps. Once identified, work with Channel Sales to bridge that gap, either by developing existing partners to upsell and expand their portfolio coverage or by recruiting and developing new to NetApp partners with those existing capabilities.
Understanding our partners capabilities against the must win areas, strategic goals and key market trends.
Working with partners to be part of their solutions for their customers – winning the technology platform for ‘as-a-Service’ and ‘Managed Services’ offerings by our channel network. This can be both hardware and software technologies, so an appreciation of solution and service design is a mandatory skill.
Working with key technology alliance partners to bring joint go-to-market solutions to our partners.
Challenging the status quo and bringing new ideas and creativity to the role.
Driving new initiatives/solutions and helping partners in meetings with customers, particularly to drive new solutions/technologies which may be new to the partner.
Providing technical leadership to technical incentive headcounts in partners. 
Developing relationships and being comfortable at multiple technical and sales levels in the partner to be seen as a trusted advisor.
 
Key Performance Objectives

Technical Partner Account Planning
Technical Sales Support
Technology and Technical Sales Enablement, Solution and Service Design
Relationship-Building
Assess, track and develop partner competency


Experience in Channel is an advantage but not necessarily. A broad set of experience, particularly in technical pre-sales, both hardware and software are essential. Key soft skills include,

Good presentation and communications skills
A positive can-do attitude
Problem solving skills
An aptitude to learn and intellectual curiosity
Flexibility and growth mind-set
Team player and committed to collaboration across teams
Support partner advocacy within NetApp
Identify and influence the improvement of key channel business processes


Skills and Experience:

Proven IT industry experience in technical positions
5+ years experience in the sales organization of an IT vendor/supplier as a systems engineer / consultant or similar role
Ability to develop and document compelling value propositions for partners
Enterprise storage or software industry experience is strongly preferred
NetApp technical skills preferred, as are depth in networking, Cloud, AI, ML, Enterprise Applications, DevOps, etc.
Experience managing technical professionals (direct or virtual teams)
Demonstrated ability to create team plans, estimate/manage workloads and timelines, track details and drive work to completion in a timely manner
Proven track record of building trusted relationships with senior level leaders
Flexibility and ability to travel (domestic and where needed internationally


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