Partner Manager

Job Summary

The Partner Manager will be responsible for the country’s channel strategy in engaging, motivating and growing our partners’ business in NetApp.  They will be driving sales of NetApp's products and services, meeting sales goals, and promoting a preference for NetApp among partners through effective strategy and execution.  

Job Description

• Develop and maintain a multi-year sales strategy and business plan and tracking the success of selected Partners and the distributors.


• Designing plans and tracking activities with distributors to build pipeline generation plans to maintain consistent revenue every quarter. 


• Manage the executive engagement between the partner and corresponding parts of the NetApp sales organization


• Plan, execute and track tactical activities to support bookings and pipeline generation


• Drive and support Partner to develop services practices and specializations


• Influence Partner preference towards NetApp and increases penetration and Share of Wallet


• Orchestrates enablement of Partner sales and technical teams in line with Program requirements and Solutions GTM


• Plans and manages Incentive Headcount resources


• Help Partners get the right readiness to drive solution and services sales


• Activate and run company initiatives and programs at Partners


• Drive Partner forecast accuracy and overall health


• Implement continues Installed Base expansion and retention strategies and tactics


• Collaborate with Partner’s and NetApp Commercial team (CTR/CAM) to develop Partner Driven Commercial business


• Collaborate with enterprise account teams and Partner to create and execute pursuits

Education

• A minimum of 10 years of experience working with Channel, Alliance, or ISV partners, along with a solid understanding of storage and infrastructure.


• Ability to effectively interface and communicate at many levels within Partner companies' organization


• Aptitude to negotiate and resolve complex situations/opportunities to a positive outcome while managing conflicts to maintain ecosystem of internal or external relationships


• Ability to collaborate with cross-functional teams


• Tactical skills to builds a network outside to support business needs


• Good understanding of and network within the industry ecosystem (Partners, competition etc.)


• Good knowledge of Cloud technologies and business models