Title:  Partner Development Manager

Job Summary

The Microsoft Alliance & Marketplace BDM is responsible for driving NetApp cloud revenue for ANF and NetApp 3P offerings in the Azure Marketplace in Asia. The role will leverage a combination of business development, sales enablement, and evangelism activities to achieve Azure business goals. The Microsoft Alliance BDM is NetApp's frontline ambassadors and relationship builders with various Microsoft BD, Marketplace support, and field personas. Leveraging these relationships to drive Cosell and foster connections with the NTAP field generates joint account planning, pipeline creation, and Marketplace transactions.

Job Responsibilities

• Microsoft Alliance Management & Strategic Execution: Develop and expand relationships with Microsoft GTM organizations, dedicated resources, and selling teams across Asia through joint goal setting, routine plan reviews, and field engagement. Responsible for developing and executing the GTM strategy for the Asia territory, including partner planning, account mapping, pipeline generation, and establishing KPIs to measure partner success in collaboration with local Sales Leadership and Cloud Area Lead.

• Co-Sell & Revenue Growth: Manage the end-to-end co-sell process between NetApp and Microsoft, ensuring pipeline growth, opportunity registration, and increased wins and revenue in relevant Microsoft metrics. Drive NetApp IP Co-Sell Solutions (CVO, Cloud Tiering, DII, Instaclustr) through Partner-to-Partner Co-Sell motion via Multiparty Private Offers, while supporting demand generation and pipeline development for ANF and NetApp's offerings on Azure Marketplace.

• Training, Enablement & Partner Ecosystem Development: Drive training and readiness of NetApp's Cloud Portfolio Products across Microsoft teams and Microsoft Channel Partners, including co-sell execution and Marketplace transaction options. Build and maintain multi-level relationships within Microsoft business groups and Channel Partners across Asia, engaging partners on marketing strategies and demand generation initiatives to actively grow existing and potential new partnerships.

• Cross-Functional Collaboration & Reporting: Facilitate alignment between NetApp sales teams and Microsoft counterparts to drive new business opportunities with new and existing customers. Coordinate Microsoft engagement with NetApp internal organizations, including local Channel, Azure, and Core Sales teams in Asia. Manage lead reports, document critical customer opportunities, and continually assess partnership needs within the Asia Alliance to ensure timely follow-through and action.

Job Requirements

• Minimum of 8+ years of experience in software sales with demonstrated expertise in managing cloud alliance partnerships.
• Comprehensive knowledge of Microsoft's cloud strategy, channel propositions, target markets, industry challenges, and emerging business opportunities.
• Extensive background in channel management and partner development with proven success in building and scaling partner ecosystems.
• Must demonstrate a growth mindset coupled with strong execution capabilities and ability to deliver measurable results.
• Prior experience in quota-bearing business development roles is strongly preferred
• Professional proficiency in Japanese language to effectively communicate with Japan-based counterparts is highly desirable