Job Summary The Global Partner Manager will be dedicated to leading a Global GSI Partner, dedicated to building pipeline and partnerships with NetApp’s Global System Integrator based in India. This role will work across all lines of business at NetApp and our largest strategic partners to help define and lead the acceleration of joint sales, joint business planning, and the development of unique solutions to help solve our customers' biggest challenges. As the India leader, your deep and broad GSI partner sales experience, executive presence, and in-depth understanding of the processes, systems, and tools will ensure a “partner-focused” go-to-market strategy. In this role, you will lead a team dedicated to driving engagement with partners across all customer segments to drive incremental revenue, expand markets and ensure partners' success with NetApp. We seek a dynamic leader experienced with the unique sales motions leveraged by GSI’s across advisory/consulting, deployment, migration, management, and optimization services. A strong candidate will have experience working with, and driving partner success via sell-thru, sell-with, and sell-to motions. They will know how to translate strategy into execution and collaborate effectively across diverse stakeholders, including executives and individual contributors, customers, employees, and partners. Job Requirements • Deliver revenue and sales growth for our select GSI partners Globally with Inda relationship focus. • Build and lead localized relationships with GSI partners targeting high-growth opportunities in enterprise environments. • Develop a partner ecosystem to ensure NetApp has a balanced partnership portfolio to address current and future market demands. • Will lead a team to drive strategic alliances, expand joint sales opportunities, and build revenue scale across the Americas. • Ensure the creation of sales strategies, including GTM and co-investment strategies for top partners, enabling field and partner leadership. • Collaborate cross-functionally with field sales leadership and strategic business units to ensure a uniform vision for execution with NetApp GSI partners. • Define and implement metrics needed to standardize a business rhythm allowing the evaluation of the overall effectiveness and performance of GSI partner sales via joint business reviews. • Identify and drive big bet opportunities to enhance solution differentiation with GSI partners by embedding the value of the NetApp portfolio. • Strengthen GSI partner executive connections and alignment to joint business plans, GTM strategy, and field engagement. • Implement an internal and external communication strategy to promote the value of GSIs to NetApp and the value of the NetApp portfolio to the GSIs. • Develop, implement, evaluate, and adjust plans to exceed goals, while ensuring the optimal use of resources. • Review and provide input for detailed targets and forecasts for the business. • Develop standardized methodologies for partner sales motions that remove friction across the sales cycle, build trust, and ensure partner success with NetApp technology. • Champion career development and cultural diversity of the team • Extensive experience working inside Global System Integrators • Broad experience in a matrixed leadership environment • Handle strategic partner escalations and be the face of the sales organization when challenges arise. • Strong executive acumen and consultative sales to help develop, nurture, and accelerate partner growth. • Develop and maintain a high-performing partner sales organization. Reinforce a culture that sets a high bar for performance and promotes accountability and results. • Strong background in Cloud environments and customer success with Cloud conversions • Strong leadership and collaboration to build good working relationships across all functions. • Must have a strong personal drive to deliver industry-leading partner experience and thrive in a fast-paced, high-energy environment with a proactive focus. • Demonstrated strong written and verbal communication. • Must be prepared for moderate travel to a partner site(s). Education • 15+ years of experience with a demonstrable ability in sales, partner sales, and/or partner ecosystems to execute large cross-functional teams at scale. • Bachelor’s degree or equivalent experience. MBA or graduate degree preferred but not required.
