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GSI Global Partner Sales Leader

Company: NetApp
Location: Catonsville
Posted on: March 11, 2023

Job Description:

About NetApp

We're forward-thinking technology people with heart. We make our own rules, drive our own opportunities, and try to approach every challenge with fresh eyes. Of course, we can't do it alone. We know when to ask for help, collaborate with others, and partner with smart people. We embrace diversity and openness because it's in our DNA. We push limits and reward great ideas. What is your great idea?

"At NetApp, we fully embrace and advance a diverse, inclusive global workforce with a culture of belonging that leverages the backgrounds and perspectives of all employees, customers, partners, and communities to foster a higher performing organization." -George Kurian, CEO

Job Summary

The Global Partner Sales Leader role at NetApp is critical in driving the success of our ecosystem of Global System Integrators (GSIs). This position will lead a global team of Partner Executives dedicated to defining and executing the go-to-market strategy with our largest strategic partners. The successful candidate will possess deep and broad partner sales experience, executive presence, and an in-depth understanding of the processes, systems, and tools necessary to drive growth through a "partner-focused" strategy. They will lead efforts to drive engagement with partners across all customer segments, enabling joint sales and joint business planning and developing unique solutions to help solve our customers' biggest challenges. Additionally, the Global Partner Sales Leader will work collaboratively with diverse stakeholders, including executives, individual contributors, customers, employees, and partners, to ensure a consistent and unified vision for execution with NetApp GSI partners worldwide.

Job Responsibilities

The Global Partner Sales leader will be responsible for the following:
--- Overall revenue and sales growth responsibility for GSI Partnerships.
--- Building and leading relationships with GSI partners targeting high-growth win-win opportunities.
--- Developing a GSI partner ecosystem to ensure NetApp has a balanced partnership portfolio to address current and future market demands.
--- Leading a direct and virtual global partner team to drive strategic alliances, expand joint sales opportunities, and build revenue scale across the regional theaters.
--- Ensuring the creation of strategies, including GTM, communication, and co-investment with our top global partners, enabling field and partner leadership across regional theaters.
--- Collaborating cross-functionally with sales leadership and strategic business units to ensure a uniform vision for execution with GSI partners worldwide.
--- Defining and implementing metrics needed to ensure the evaluation of the overall effectiveness and performance of GSI partner sales via joint business reviews.
--- Identifying and driving big bet opportunities to enhance solution differentiation with GSI partners by embedding the value of the NetApp portfolio.
--- Strengthening GSI partner executive connections and alignment to joint business plans, GTM strategy, and field engagement.
--- Implementing an internal and external communication strategy to promote the value of GSIs to NetApp and the value of the NetApp portfolio to the GSIs.
--- Developing, implementing, evaluating, and adjusting plans to reach goals while ensuring the optimal use of resources.
--- Reviewing and providing input for detailed targets and forecasts for the business.
--- Developing standardized methodologies for partner sales motions that remove friction across the sales cycle, build trust, and ensure partner success with NetApp technology.
--- Championing career development and cultural diversity of the team.


The ideal candidate for the Global Partner Sales leader position will have the following qualifications:
--- 15+ years of experience with a demonstrable ability in sales, partner sales, and/or partner ecosystems to execute large cross-functional teams at scale.
--- Extensive experience with Global Partner relationships.
--- Broad experience in a matrixed leadership environment.
--- Ability to handle strategic partner escalations and be the face of the sales organization when challenges arise.
--- Strong executive acumen and consultative sales skills to help develop, nurture, and accelerate partner growth.
--- Ability to develop and maintain a high-performing partner sales organization and 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 skills to build good working relationships across all functions.
--- Strong personal drive for delivering industry-leading partner experience and thriving in a fast-paced, high-energy environment with a proactive focus.
--- Demonstrated strong written and verbal communication skills.
--- Bachelor's degree or equivalent experience. MBA or graduate degree preferred but not required.
--- Willingness to travel to partner sites as needed.

Did you know
Statistics show women apply to jobs only when they're 100% qualified. But no one is 100% qualified. We encourage you to shift the trend and apply anyway! We look forward to hearing from you.

Why NetApp?

In a world full of generalists, NetApp is a specialist. No one knows how to elevate the world's biggest clouds like NetApp. We are data-driven and empowered to innovate. Trust, integrity, and teamwork all combine to make a difference for our customers, partners, and communities.

We expect a healthy work-life balance. Our volunteer time off program is best in class, offering employees 40 hours of paid time off per year to volunteer with their favorite organizations. We provide comprehensive medical, dental, wellness, and vision plans for you and your family. We offer educational assistance, legal services, and access to discounts. We also offer financial savings programs to help you plan for your future.

If you run toward knowledge and problem-solving, join us.

USA Residents Only: The base salary hiring wage range for this position which the Company reasonably and in good faith expects to pay for the position in the specified geographic areas or locations, is $Hiring Range Min - $Hiring Range Max . Final compensation will be dependent on various factors relevant to the position and candidate such as geographical location, candidate qualifications, certifications, relevant job-related work experience, education, skillset and other relevant business and organizational factors, consistent with applicable law. In addition, the position may include some of the following comprehensive benefits such Medical, Dental, Vision, Life, 401(K), Paid Time off (PTO), sick time, leave of absence as per the FMLA and other relevant leave laws, Company bonus/commission, employee stock purchase plan, and/or restricted stocks (RSU's).

In accordance with NetApp's Policy, all U.S. employees of NetApp must be fully vaccinated against COVID-19 if they work at a Company location or remotely. If there is a reason preventing you from receiving the COVID-19 vaccination, you must request and be approved for one of the legally acceptable exemptions and reasonable accommodation must be established.

Keywords: NetApp, Catonsville , GSI Global Partner Sales Leader, Sales , Catonsville, Maryland

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