Job SummaryAs the
Global Head of the Oracle Cloud Infrastructure (OCI) Alliance & Ecosystem BD team, you will build and lead an international team responsible for managing NetApp's global OCI alliance and ecosystem to the purpose of driving joint GTM for NetApp cloud software offerings on (OCI).
This team plays a critical role in driving NetApp cloud revenue with the the jointly developed Oracle Cloud Infrastructure NetApp Storage Service (OCINSS). You will utilize deep experience & expertise with the OCI organization and its partner ecosystem to support the growth of the OCINSS business and drive joint GTM, Co-selling, & revenue growth.
This challenging builder position requires a strategic mindset, executive presence, exceptional communication skills, an inclusive leadership style, and strong relationship & consensus building competencies to expand the NetApp - OCI partnership.
Key Aspects of the RoleYou will join the leadership team of Hyperscaler Alliances & Marketplaces organization, reporting to the Senior Director of H/S Alliances & Ecosystem BD. You will lead your team in accordance with the organization's culture of extreme competence, data-driven decision making, servant leadership, and humility. You will set objectives for yourself and your direct reports and assist them in building strategies & execution plans that result in OCI mindshare & trust, sales pipeline, and OCINSS revenue.
You will represent NetApp in day-to-day engagement with a variety of OCI GTM counterparts. In the service of aggressive goals, you will help propel a rigorous annual, quarterly, and monthly cadence of work with OCI and NetApp sales, product, and marketing leadership. Your responsibilities will include building strategies, setting goals & KPIs, driving sales and Co-selling excellence, and maintaining high standards for performance measurement and management.
You will work in concert with multiple stakeholder organizations across NetApp, including: Executive, Sales, Product, Marketing, the larger CPE organization, and multiple Operations teams. You and your team will maintain an SLA for managing NetApp connections and collaboration orchestration with a wide variety of OCI counterparts. You will spend considerable time collaborating with NetApp partner sales and program leadership to drive coordinated GTM efforts between OCI, NetApp, and their shared ecosystem of ISV, GSI, MSP, and S.I. partners.
Essential Functions- Supporting and working closely with the OCI Sales Specialist leadership & CSA organizations, you will build annual, quarterly, and monthly plans driving activities including, but not limited to: orchestrating GTM; industry & workload-specific business development; relationship management & development; partner-to-partner enablement.
- Participate in strategic planning sessions with peer managers in OCI Product, Sales, Sales Strategy & Operations, Partner Programs, and technical business development.
- Communicate Corporate strategy to employees within your function.
- Establish short-term and long-term goals and performance metrics in line with corporate objectives.
- Review management plans with Executive Management on a regular basis.
- Select, develop, and evaluate personnel to ensure departmental goals are met.
- Assume responsibility for result, including costs, methods, and staffing.
Job Requirements- Deep experience working at Oracle Cloud Infrastructure in the Alliances, Product, Partner organization (or related organizations), and/or as an Alliance & BD leader for a OCI ISV partner.
- Exceptional verbal and written communications skills, including presentation skills. A demonstrated ability to communicate complex ideas and plans via both written narratives and PowerPoint presentations is crucial.
- Demonstrated experience leveraging AI-powered tools across go-to-market (GTM) functions-including marketing, sales, customer success, and revenue operations-to improve targeting, automate workflows, generate insights, and drive measurable business outcomes.
- Excellent strategic partnership building & management skills & track record and negotiating skills.
- Experience in developing, managing, and executing GTM plans, both internal and in partnership with both OCI & the ecosystem of top tier OCI consulting & resale partners.
- Experience selling 1st Party & 3rd Party technology solutions on OCI and supporting Co-sell motions with OCI and or partner sellers.
- Ability to work collaboratively with functional peers across multiple NetApp organizations functions.
- Strong understanding of storage, cloud operations, AI, and DevOps technologies and competitive offerings in the market.
- Ability to convey information clearly and provide analysis as needed to help NetApp make strategic & investment decisions.
- An excellent understanding how technology products and solutions solve business problems.
- Demonstrated experience working with Sales, Product, Marketing, and Operations organizations in a large, international enterprise technology company.
- A successful track record managing an international team of professional level employees.
Responsibility & InteractionResponsibility: - This role is critical to the Hyperscaler Alliance & Ecosystem BD organization's future, has wide implications, and drives multiple outcomes.
- This individual will apply multiple decades of business development and strategic partnership experience with Oracle Cloud Infrastructure subject matter expertise to solve complex problems that are often exacerbated by time, budget and resource constraints.
- Demonstrate leadership and vision in determining and driving strategy decisions, process changes, business initiatives, etc.
Interaction: - This individual must work effectively with staff to Executive level employees within the function, across functions, globally, and outside of the organization within the OCI ecosystem.
- This individual is a recognized as subject matter expert in cloud computing, OCI, and OCI ecosystem GTM, and exercises wide latitude in determining own objectives and approaches to critical assignments.
- This individual is seen as a leader and OCI "guru" by all OCI stakeholders in the NetApp organization.
Experience & Education- A minimum of 12 years of business development and/or strategic partnership experience is required; 8+ years of people management required.
- Professional experience at OCI and/or experience leading a strategic ISV partnership with OCI is required, with a preference for both.
- A Bachelor of Arts or Science Degree is required, or equivalent professional experience.
Compensation:
The target salary range for this position is 287,300 - 371,800 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.
