Partner Development Manager

Title: Partner Development Manager

Location: GB

Requisition ID: 128778

Job Summary

NetApp are seeking a dynamic partner sales business development manager to lead the converged solutions business with alliance partners Cisco and Lenovo.

The role resides within the EMEA & LATAM Partner Organization. The primary focus of the role is to drive growth of our joint solutions and reference architectures through the Partner and Distribution eco-system. Working closely with Lenovo and Cisco to develop joint GTM initiatives that can be executed through the Partner eco-system.

NetApp has a strong and successful history of accelerating “meet in the channel” solutions, built upon the success of FlexPod with Cisco. NetApp and Cisco continue to innovate and evolve the FlexPod solution set and we are seeking an individual to run programmatic sales campaigns to protect, manage and grow the FlexPod customer and partner base.

NetApp has recently launched an AI Pod with Lenovo and we are looking for a strong new business leader to accelerate the adoption of this new solution. The individual will ne a natural collaborator with a strong understanding of driving success through Partner, Distribution and Alliances.

Job Responsibilities

• Own and develop the Go-to-market plan for the Alliances converged solutions
• Lead the engagement with the key stakeholders internally and within the alliance partners to gain support, buy-in and mindshare to support the success of our joint partnership.
• Gain executive buy-in, support and investment to support the joint GTM plan with alliances.
• Drive new partner recruitment and acquisition programs through Distribution to capture new partners to build the Distributor Managed converged solutions business.
• Build programmatic approaches to scale the Converged Solutions GTM activities across the GEO with our alliance partners
• Accountable to own the development, management and execution on the joint sales and marketing activities to drive pipeline and revenue growth.
• Be the spokesperson for our Converged Solutions business internally, externally and at partner and alliance events.
• Define the engagement framework and a set of KPI’s to support the growth and development of the Converged Solutions business.
• Develop the joint review process to continuously expand the partnership with alliances: Exec, Operational, Sales & Marketing
• Manage field difference and conflict partnering with EMEA leadership and Corporate Alliances teams

Accountabilities & Measurement:

• Deliver the revenue number for the Converged Solutions business
• New partner activation
• New alliance solution development – partnering with corporate teams
• New logo acquisition through the Converged Solutions business
• Delivery of pan-GEO sales campaigns and initiatives (Tech Refresh, New Workloads, New Logo)

Job Requirements

• Ideally you will have a strong network within Cisco and Lenovo.
• Strong understanding and history of executing sales initiatives and driving business through an Alliance and Partner business model.
• You are a strong team player and enjoy working with a variety of virtual team members
• You possess the ability to build and maintain a network of long-lasting relationships
• Decide, and Commit. You listen to understand different opinions and allow them to influence the direction
• You understand the value of partnerships and can balance, manage and prioritize the interests of all parties involved.
• Strong perseverance to drive the business forward with our alliances
• Possess the enthusiasm, drive and energy to excite people around you
• You’re structured and able to manage complex relationships
• Relentless to execute according to plan and goals
• Trustworthy. You commit to earning our team’s trust every day through your actions, ethics and transparency.
• 10+ years of experience