APJ Area Partner Lead

APJ Area Partner Lead

Not Specified
Not Specified

Job Description

Job Summary

The VP, APAC Partner Sales is responsible for ensuring execution and alignment to corporate strategy in partnership with the Area Leaders who drive sales execution within their respective teams. The role is closely aligned with the WPO leadership team and with NetApp segment leaders to achieve targets and expand the NetApp market footprint and value proposition through our partner ecosystem.
Reporting to the Senior Vice President, APAC Sales you will have direct and dotted line responsibility for: Distribution, Commercial and Enterprise pathways and Partner Strategy with annual revenue targets.
This is a high visibility and impact role with extensive travel involved.

What you will be doing...

Establish Strategic Direction:
  • Manage, monitor and report on performance and health of the business in the GEO
  • Define and deliver an integrated set of high-impact partner programs, policies, and strategies in support of the APAC sales goals both for Hybrid Cloud & Public Cloud
  • Invent, create, develop, and support implementation of partner programs and tactics with the APAC-based teams across Hybrid Cloud and Public Cloud domains.
  • Evangelize the Partner program to sales teams by articulating the partner value proposition both for Hybrid and Public Cloud
  • Drive GEO expansion strategies, tapping into new markets and opportunities
  • Drive Recruitment and Onboarding of Cloud Native Partner Partners to drive Public Cloud growth in all four areas
  • Develop and drive adoption of specific plans and strategies for Hybrid and Public Cloud Partner programs in Distribution, Enterprise and Commercial Sales, and additional ecosystem architectures
  • Lead strategic technology alliances with Cisco, Brocade, NVIDIA and Hyperscalers
  • Work with GSI partners across to drive GSI led growth

Partner and Collaborate:
  • Regularly interact with NetApp Executives and large Partner partners to position NetApp's products and services to NetApp's Customers.
  • Provide corporate representation at partner visits and develop strong, ongoing relationships by demonstrating our high-quality standards and genuine concern for their overall satisfaction
  • Drive the Annual Operating Plan with Area Sales teams to ensure cross functional alignment of partner priorities, resources and strategies

Ensure Operational Efficiency:
  • Increase Partner effectiveness by analyzing sales & technical proficiency and partner with Marketing in developing and implementing Marketing programs and training
  • Provide accurate and timely reporting/forecasting feedback to NetApp's Senior Management on partner performances
  • Control planning, staffing, budgeting, manage expense priorities
  • Develop strategies to ensure operational efficiency within NetApp Partner partners such as optimized discounts, margins, OpEx and Contra stacks
  • Create quarterly operational metrics that define health of the Partner business

Build Organizational Talent:
  • Lead and develop group of 100+ employees with direct and virtual reporting line.
  • Determine the mix and level of talent required to support current and future business objectives assess the key strengths and gaps to ensure a long-term succession and internal talent pipeline
  • Initiate strategies to develop internal talent while balancing external hiring efforts

What you bring to the table...

Key Skills
  • Partner leadership experience and a clear understanding of complexity of all geographical Areas
  • Think strategically about organizational and business challenges
  • Demonstrable understanding of industry ecosystem to include partner business models, competitive landscape, and industry trends
  • Ability to effectively interface and communicate at all levels within Partner's organization
  • Ability to communicate and collaborate with cross-functional teams
  • Possess sales and technical proficiency to drive engagements and strategies
  • In-depth knowledge of Cloud technologies and business models

Technical Functions
  • Prior Partner Sales experience managing distribution and Partner Sales teams with a track record of exceeding assigned sales quota is contiguous, multiple years
  • Must have experience creating national go-to-market sales plans, model and programs with demonstrated successful results
  • An understanding of Hybrid and Public Cloud technologies and competitive offerings in the marketplace is preferred
  • Must have demonstrated a strong process management discipline and a track-record of process improvement
  • Possess an aptitude for understanding how technology products and solutions solve business problems

Qualifications & Experiences
  • Education: Bachelor's degree or equivalent experience. Master's degree a plus
  • Experience/Background: 20+ years experience working in the high-tech industry with a preferable background in Storage, Data Center systems and software sales in public cloud domain.
  • Ideal candidates will have a demonstrated track record of success in developing and implementing a comprehensive Partner strategy in a high growth, global company with a comprehensive go to market ecosystem
  • Candidates will have experience with target account selling, solution selling, and/or consultative sales techniques
  • Additionally, experience developing budgets and predicting project costs is required.
  • The Vice President, APAC Partner Sales will have experience as an actively-contributing member to a senior management team of a major, respected, people-focused, and winning organization

Job Details

Employment Types:




NetApp, Inc. is an American hybrid cloud data services and data management company headquartered in San Jose, California. It has ranked in the Fortune 500 since 2012. Founded in 1992 with an IPO in 1995, NetApp offers cloud data services for management of applications and data both online and physically.

Job Source : jobs.netapp.com

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