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Title:  Channel Partner Manager

Location:  USA - Illinois - Chicago
Requisition ID:  6062

Job Summary

As a Channel Partner Manager you will focus on current and prospective Channel Partners in a specific area and develop strategies to increase NetApp's Products and Professional Services sales through those defined Partners.  The partners are critical, large, complex, high visibility, strategic, or tactically important accounts to the sales organization.  The role requires strong communication and collaboration skills combined with a sense of urgency to drive revenue generation for the assigned Region and Area.

Essential Functions:

- Focus on maintaining and deepening relationships with Channel Partner accounts to create increased sales opportunities.

- Develop and maintain a sales strategy and business plan for account.  Use the business plan as a roadmap for a 'Go to Market' and program development, including sales goals.

- Communicate the strategy to other sales managers.

- Contract management.

- Work closely with district sales and regional sales management on development and execution of a sales strategy; adhere to available resources and district sales objectives; build team-to-team engagement.

- Develop sales forecasts.

- Achieve monthly, quarterly, and annual sales targets.

- Be seen and treated by Channel partners as a trusted and valued resource to them.

- Collaborate with the field marketing organization to plan, deliver and manage an effective communication and demand generation campaign for each partner across the region.

- Work with marketing to access current sales tools and drive the creation of new solutions.

- Work with peers across NetApp field and marketing organizations to assure that best practices are utilized to drive effective partner campaigns.

Job Requirements

- Excellent verbal and written communications skills, presentation, customer service, business and negotiation skills.

- Ability to travel within assigned region, working closely with Districts Managers, Sales Representatives, and channel partners.

- A strong understanding of the sales process and Channel Sales. 

- High energy with the capability to multi-task in a dynamic, rapidly growing organization.

- A thorough understanding of go-to-market strategies including account segmentation, products, marketing strategies, etc.

- Broad exposure to a variety of technologies/concepts in a distributed environment.

Management and Interaction:


- This individual uses their management and technical skills to develop, modify and execute company policies that affect operations and may have a company-wide effect.

- The scope of responsibility for this person includes implementing strategic policies and establishing and adhering to budgets, schedules, work plans, and performance requirements.

- This individual manages the coordination of activities of a section or department for a specific geographic region or area, with full responsibility for oversight in terms of costs, methods and staffing.

- May act as an advisor or subject matter expert.

- Sets revenue targets and ensures targets are met.


- This individual must effectively work with, and influences senior managers through executive level employees, functional peers and/or major customers.

- The interactions of this individual require strong people skills, such as negotiating with customers or management, or attempting to influence senior level leaders regarding matters on an organizational level. 

- Acts in a leadership role within the function and across functions.

- Receives Senior Management review of objectives to determine success.


- 2 to 5 years of experience is preferred.   

- Past experience successfully selling Storage Management Solutions with Channel Partners

- Experience in working with CDW is preferred.

- A Bachelor of Arts or Sciences Degree; or related field is preferred.

- Experience which demonstrates a strong level of expertise in technical specifications required to sell NetApp products and services is required.

Nearest Major Market: Chicago

Job Segment: Manager, Marketing Manager, Field Marketing, Contract Manager, Management, Marketing, Legal