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Title:  Channel Development Manager


Vienna, VA, US, 22182

Requisition ID:  52981
Job Summary

As a Channel Development Manager you will focus on current and prospective Channel Partners in a specific area and develop strategies to increase NetApp's Products and Services sales through those defined Partners.  The role requires strong communication and collaboration skills combined with a sense of urgency to drive revenue generation for the assigned Region and Area.  This role is based in NetApp's Vienna, VA office with a focus on the US Federal government.

Job Requirements

Essential Functions:
•    Maintain and deepen relationships with Channel Partners to create increased sales opportunities.
•    Develop and maintain a sales strategy and business plan for account and communicating to regional sales managers and district sales. Use the business plan as a roadmap for a 'Go to Market' and program development, including sales goals.
•    Contract management.
•    Develop sales forecasts while achieving monthly, quarterly, and annual sales targets.
•    Act as a trusted and valued resource to our Channel Partners.
•    Collaborate with field marketing organization to plan, deliver, and manage an effective communication and demand generation campaign for Channel Partners.

•    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.


•    8 to 12 years of experience is preferred.
•    Must be a US citizen.
•    Past experience selling to the US Federal government is required.
•    Past experience successfully selling Storage Management Solutions with Channel Partners.
•    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.