Title:  Director, EMEA Cloud Area and Partner Leader

Location: 

Uxbridge, GB, UB948F Schiphol-Rijk, NL, 1119 PZ Paris, FR

Requisition ID:  78484

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?

Job Summary

The Cloud Area and Partner organization will drive the growth of NetApp cloud products across our entire Customer base and foster relationships with our Cloud partners including Software vendors (ISVs), Cloud service providers (CSPs), and Cloud First companies.
The Director, EMEA Cloud Area and Partner Leader will drive the transformation of the Cloud business, grow revenue, shape strategic focus and influence with customers, partners, and executives within NetApp. 

The Director will be responsible for achieving the strategic, financial, operational, and business objectives established by the broader leadership team.  This leader will provide Cloud expertise and a breadth of domain knowledge around Multi-Cloud and Hyperscaler environments and Cloud partners, and play a substantial role in executing, defining and navigating the go-to-market strategy for the EMEA Geo motions.
 

Key Responsibilities

  • Leads  a team of Area Cloud Leaders across EMEA with a matrix org of Cloud Specialists, Cloud Solution Architects, Customer Success Managers, that help our customers move, protect, scale & backup their entire data and storage across any Cloud.
  • Holds accountability for EMEA Cloud sales targets. 
  • Identifies market needs and develops distinctive strategies to achieve a competitive advantage. 
  • Embodies our core message of data-fabric for our customers & partners. 
  • Grows revenue by maximizing the potential of existing relationships while concurrently seeking to gain additional buyers and accounts. 
  • Coordinates and optimizes Cloud resources within each area across EMEA and provides area-specific guidance to Cloud teams with a holistic overview across all Cloud teams globally. 
  • High level of engagement and influence with internal and external key stakeholder/customers/partners at executive levels with Global and Enterprise accounts. 
  • Owns the leadership principles of building a diverse & inclusive team, be within 5% predictability of the business at any point in time, focus on the right metrics & activities that help us deliver a scalable Cloud GTM.

Job Requirements

  • Sales leadership experience in complex technology solutions. 
  • Experience owning P&Ls topline revenue responsibilities ~$150-200M Annual Recurring Revenue. 
  • Experience developing a solution portfolio in a matrix environment. Ability to impact by influence. 
  • Experience developing, implementing, and leading go-to-market strategy and partner channel development for a company that has diversified its offerings. 
  • Requires strong leadership capabilities, driving results, strategic and innovative thinking, building organization talent. 
  • Complex enterprise technology experience with at least 8 years selling Software and at least 3 years Cloud software in hyperscaler ISV or SaaS experience essential, including expertise with Cloud products in a metered and subscription model. 
  • Demonstrate experience & knowledge of consumption, churn, net new & growth. 
  • Must have direct experience of MRR / ARR model for at least 3 years & bring to bear complex coverage, compensation experience that’s crucial to the person’s success. 

Critical Leadership Capabilities

Driving Results 

  • Acts to surpass goals, seizing opportunities to push the envelope. 
  • Sets continually higher goals that are ambitious but realistic for self and team, geared to organizational objectives. 


Leading People 

  • Demonstrates how they have built teams that drive collaboration, alignment, productivity & customer/partner growth.  
  • Ability to work collaboratively across sales teams and partners, proven ability to manage conflict and effectively make decisions.  


Strategic Thinking 

  • Explains specifically how changes in competitors, clients, and market segments affect own business or institution. 
  • Translates broad corporate strategies into clear, specific objectives and plans  
  • Creates plans that address specific segments or contrasts local market with other locations or segments. 
  • Thinks ahead. While being accountable for the daily/weekly/quarterly predictable growth. 

Education

  • Bachelor’s degree or equivalent experience. Master’s degree a plus.  
  • 10 plus years leadership experience including at least 5 years leading management in a Cloud first or Cloud only company.
     

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. 


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