Job Summary
NetApp's Strategic Partner Organization is looking for a Director of Partner Services to lead the strategy and growth of our partner ecosystem. You will establish and grow NetApp's strategic relationship with our partner ecosystem, NetApp professional services, client executives, practice leads, as well as executive leadership to create the understanding that the on-going relationship is critical to the success of both NetApp and the partner.
As a Partner Services Director, you will create, develop, and lead strategic planning, drive executive and field relationships, identify opportunities to accelerate the growth of the partnerships, and collaborate on the development and execution of go-to-market and solution / sales plans and blueprints. You will not be doing this alone as you will lead a mixed team of technical and services/business development members. The ideal candidate will possess both a business background enabling them to engage at the CXO / Partner level, as well as a background that enables them to easily interact with senior leadership at the partner and customers. The candidate should have experience and demonstrated ability in thinking strategically about services practices at partnerships, business, product, and technical challenges, with the proven ability to motivate and lead geographically and culturally diverse teams.
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Job Requirements
Lead cross-functional, cross-organizational, geographically, and culturally diverse team in completing the following primary tasks:
• Identify, qualify, prioritize and ultimately deliver partner-driven cloud offerings containing NetApp products and services
• Lead a direct and virtual team with representation from all major theaters, set global goals and KPIs, work with theater leaders to define regional goals and KPIs as well as gain buy-in and support in execution
• Manage quarterly business reviews (QBRs) with partners, and, where appropriate, work with regional organizations managers to support regional and in-country business reviews
• Develop partner-specific sales forecasts, goals and strategies of services and product drag
• Analyze field and competitive intelligence to understand competitive strategies and identify opportunities where NetApp can add value to the partner's strategy
• Identify emerging, and / or lead response to, complex problems that will affect services sales for the partner, work with customers and key NetApp personnel to ensure their rapid resolution
• Grow trusted relationships across diverging cultures, geographies and economies to drive incremental revenue growth and improve NetApp's strategic positioning with the partner
• Develop and continuously improve sales tactics for each product or service line to meet or exceed established sales goals
• Establish resource requirements, budgets and performance standards for the partnership
• 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. Demonstrated ability to communicate effectively across large virtual global teams.
• Excellent understanding of the services ecosystem as it relates to software solutions and business-outcome oriented value propositions, particularly in areas of cloud, data management, enterprise applications, hybrid/multi-cloud management, Edge IoT, and AI/ML.
• Ability to rapidly engage a diverse audience of internal / external stakeholders and build consensus.
• Recognized as a senior strategic and operational leader with expert competence in developing account strategy and global sales plans.
• Understanding of sales, marketing, lead generation processes and key performance indicators / value drivers for large organizations.
• Strong project management skills and ability to work cross-functionally with other development teams and partner organizations is a must.
• Excellent business acumen with a strong ability to map business requirements to compelling value propositions and technical solutions.
• Strong executive presence and outstanding 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.
• Willingness to travel on an as-needed basis globally
Education
Bachelor's degree in business or combination of bachelor's degree and relevant experience. Master of Business Administration degree is highly desired.
Ten or more years' experience in strategic sales and account management with experience in leading large Global services-led organizations.
Compensation
The OTE (On Target Earnings) Range for this position is $340k-$457k and will be determined by the candidate's location, qualifications, experience, and education. Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package. This may cover Health Insurance, Life Insurance, Retirement or Pension Plans, Paid Time Off (PTO), various Leave options, Performance-Based Incentives, employee stock purchase plan, and/or restricted stocks (RSU's), with all offerings subject to regional variations and governed by local laws, regulations, and company policies. Benefits may vary by country and region, and further details will be provided as part of the recruitment process.
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