Job OverviewThe Head of Multi-Cloud Partner Business Development will lead a function & team responsible for driving cloud pipeline and revenue growth through strategic partnerships with consulting partners across the AWS, Google Cloud, Microsoft Azure, and Oracle Cloud Infrastructure ecosystems.
You will lead the cultivation & management of a focused set of partners that help position NetApp's first party cloud storage services (Azure NetApp Files, AWS FSx for NetApp ONTAP, Google Cloud NetApp Volumes, and Oracle Cloud Infrastructure NetApp Storage Service) and Marketplace portfolio as an integral part of the data layer of customer cloud migration and modernization journeys.
The ideal candidate will have deep experience working with hyperscalers and their migration & modernization partners, specifically around large data, application, and workload migrations. This individual will also be an expert in leveraging the hyperscaler programs that accelerate customer migrations and deliver modernization & innovation outcomes for customers.
Key Responsibilities1. Team Leader; Head of Partner Relationship Management & Enablement - Lead a global team of Multi-Cloud Partner BDMs that develop & manage relationships with high-performing consulting partners within AWS, Google Cloud, Azure, and Oracle Cloud migration programs.
- Serve as the senior contact for H/S consulting partner ecosystem leadership & the partners managed by your team; provide expertise on NetApp solutions, their integration within the cloud ecosystem, and the key industries & workloads that underpin NetApp's Cloud GTM strategy.
- Collaborate with NetApp technical leadership to develop programs & content that empower partners to successfully position, architect, and implement NetApp storage & data infrastructure management solutions across AWS, Azure, and Google Cloud.
2. Pipeline Development & Revenue Growth - Work collaboratively with cloud partners and NetApp Cloud Sales leadership to develop a pipeline of partner-sourced opportunities for Azure NetApp Files, AWS FSx for NetApp ONTAP, Google Cloud NetApp Volumes, OCINSS, and NetApp 3P offerings in the AWS, Azure, & Google Cloud Marketplaces.
- Drive strategic initiatives to ensure the alignment of partner solutions with NetApp's cloud offerings, resulting in increased sales and cloud consumption.
- Collaborate with SSP sales stakeholders to identify, qualify, and close revenue-generating opportunities in collaboration with cloud partners and their customers, leveraging H/S funding.
3. Go-to-Market Strategy - Collaborate with NetApp's strategy, sales, operations, and marketing teams to create and execute partner-specific go-to-market programs that align to NetApp's overall cloud GTM strategy and resonate with consulting partners and customers in the cloud ecosystem.
- Develop joint value propositions with partners that address the needs of customers undergoing large data, application, and workload migrations to the cloud aligned to focus verticals / industries.
4. Program Participation & Execution - Leverage H/S migration, modernization, and other partner funding programs to build and expand relationships with partners and accelerate NetApp's business within those programs.
- Monitor and manage partner progress through these cloud migration programs, ensuring success and mutual business growth.
- Collaborate with NetApp's CPE programs teams to build & deploy NetApp incentive funding to complement H/S funding.
5. Market Insights & Reporting - Stay abreast of industry trends and the competitive landscape within AWS, Azure, Google Cloud, and Oracle Cloud Infrastructure ecosystems.
- Provide actionable insights to NetApp leadership regarding market opportunities, competitor activities, and evolving partner dynamics.
Qualifications & Education- Bachelor's degree in Business, Computer Science, Engineering, or related field (preferred)
- 15+ years of advanced experience in cloud partner sales, business development, and partner management. Strong preference for candidates that have worked at one or more of AWS, Microsoft Azure, or Google Cloud and a consulting partner or GSI within those ecosystems.
- Proven track record of success in working with hyperscalers & consulting partners to drive large data, application, and workload migrations to the cloud.
- Deep understanding of cloud migration ecosystems (AWS, Azure, Google Cloud, Oracle Cloud) & relevant partners, programs.
- Strong understanding of cloud data storage, compute, AI, and other solutions.
- Familiarity with cloud migration, hybrid cloud architecture, cloud storage, and data management technologies.
- Experience developing and growing business through strategic partnerships, particularly with consulting and systems integration partners.
- Knowledge of partner program dynamics and the ability to leverage cloud providers' partner networks effectively to drive revenue.
- Excellent communication, negotiation, and interpersonal skills.
- Strong business acumen and ability to translate business needs into actionable cloud strategies.
- Ability to work cross-functionally with sales, marketing, product, and technical teams to drive joint success with partners.
Compensation:
The target salary range for this position is 368,900 - 477,400 USD. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. The range is based on 'On Target Earnings' (OTE) representing the total potential earnings, which is the sum of the base salary and potential commission earned when performance targets are achieved. 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, various Leave options, employee stock purchase plan, and/or restricted stocks (RSU's). These offerings are subject to regional variations and governed by local laws, regulations, and company policies. We will provide detailed information about the specific benefits for your region during the recruitment process.
