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Title:  Partner Business Development Manager

Location: 

Uxbridge, GB, UB948F

Requisition ID:  53161

 

Are you data-driven?  We at NetApp believe in the transformative power of data – to expand customer touchpoints, to foster greater innovation, and to optimize operations.  We are designed for simplicity, optimized to protect, created to embrace future opportunity, and open to enrich choice.  We are the data authority for hybrid cloud, and we are helping our customers realize the full potential of their data.

 

We’ve built a Data Fabric for a data-driven world – to simplify and integrate data management across the resources that are best for the business.  With the Data Fabric, our customers can harness the power of cloud data services, build cloud infrastructures, and modernize storage through data management.

 

By modernizing storage through data management, customers can upgrade infrastructure to bring modern data services to existing applications. Only NetApp can help organizations free the resources necessary to fund transformation by deploying the industry’s leading flash storage solution, which is highly efficient and scalable in both data center and cloud environments.

Job Summary

The Partner Business Development Manager is responsible for developing and onboarding the next generation of Partners into the NetApp ecosystem. This role will identify, develop and execute specific Private/Hybrid/Multi/Public-Cloud engagement strategies for a targeted group of partners.

Working closely with Distribution and the wider Channel Team, you will own and drive a Partner acquisition plan across NetApp’s key priorities, by identifying a funnel of acquisition partners across key areas such as compete, cloud, key workloads and next generation partners. Through strong engagement, leveraging internal stakeholders, you will engage and onboard these Partners to strengthen the NetApp Partner base in key areas.

As a business development manager, you will be responsible for setting and driving all GTM related efforts for these solution offerings, ensuring that they drive incremental growth for NetApp.  You must be extremely results-driven, partner focused, experienced at building longer-term engagement strategies, and skilled at building influential internal relationships and external partnerships, across all levels.

Your ability to penetrate new Partner organisations within your assigned accounts and develop new relationships and business opportunities is essential to your being successful in this role. Cross-functional teams from NetApp's Marketing, Systems Engineering and Product Development functions provide support and tools for you to leverage to attain and exceed sales performance goals.

Principal Responsibilities

You will identify solution and commercial offerings where the NetApp portfolio of products and services bring unique value and opportunity to the Partner. These solutions will ideally leverage the partner’s unique competencies, IP and business model. With strong collaboration skills, you will actively lead a cross-functional / cross-organizational team from the front, gain the partner’s sponsorship and ultimately agreement to onboard NetApp as a tier one vendor partner. In doing so, to then progress the co-development of these offerings, drive business case development, gain commitment to offer the NetApp portfolio as part of their integrated GTM and that these offerings together with the commercial opportunity are embedded across the Partner’s sales teams.

As a member of NetApp’s Channel team, you will work closely with your Channel peers and colleagues and with the Product Business Units, Marketing and Corporate Strategy to execute, and evangelise NetApp’s value messages in order to grow the joint business with your partners.

Primary tasks include
  • Execute the NetApp corporate Go-To-Market Sales Execution and Enablement strategy to onboard strategic partners
  • Working with Distribution, identify, qualify, prioritise and ultimately deliver partner-driven offerings containing NetApp products and services to acquire and onboard new Partners.
  • Collaborate with field sales organisations within NetApp and our partners to develop opportunity pipeline and revenue growth.
  • Be the voice of your Partner(s) within NetApp, advocate and promote their capabilities and services.
  • Leverage NetApp Product Business Unit resources to enhance and accelerate offering development activities with key opportunities.
Communication Skills
  • Excellent written and verbal communication skills are essential.
  • Must be able to convey ideas and solutions at an Executive level in a clear, positive and concise manner using diplomacy and persuasive selling.
  • Communication skills must include listening, presentation, and “live” demonstration skills.
  • Must be able to develop professional business and technical presentations and deliver them to all levels within an organization.
  • Strong executive presence & exceptional communication skills (verbal, written). Ability to rapidly engage a diverse audience of internal / external stakeholders and build consensus. Compelling communication skills across a wide variety of mediums and situations – including written and verbal communication and in presentations spanning formal and informal, from small to large audience.
Education & Experience
  • A business degree, or equivalent experience is required. An MBA is desirable.
  • 10+ years of experience in Partner / Alliance Management managing ISV partners including experience with a variety of partner types preferred (e.g. ISVs, Global SIs, boutiques and Regional SI’s).  
  • A strong history and pedigree in Channel, together with a wide stakeholder base.
  • Understanding of sales, marketing, lead generation processes and key performance indicators / value drivers for Partners.
  • Practical experience in supporting the sale and marketing of solutions with partner leads/P&L owners.
  • Track record of delivering measurable results, regularly meeting or exceeding targets with Channel Partners.
  • Demonstrated ability to build, lead and execute strategy in a collaborative environment.
  • Proven experience with positioning and selling complex solutions. 
  • Excellent business acumen with a strong ability to map business requirements to technical solutions. 
  • Willingness to travel on as-needed basis.

 

So get ready to tap into the data visionary within, and join us as we accelerate digital transformation and empower our customers to change the world with data!

 

If you ask a NetApp employee why they work here, the answer is inevitably the same: the people. At NetApp, our culture is at the heart of what we do. We place importance in trust, integrity, teamwork, and caring above all else. NetApp is a place where people are empowered to make a difference. Empowered to innovate. Empowered to collaborate. Empowered to help ourselves and others be data-driven and change the world. We take care of each other, our customers, our partners, and our communities simply because it’s the right thing to do.

 

Join us and see what empowerment can do.