Pursuit Business Dev Mgr

As the AWS Alliance & Ecosystem BD Americas, you will be responsible for managing NetApp’s Americas AWS alliance and ecosystem to the purpose of driving joint GTM for NetApp cloud software offerings on AWS.

This team plays a critical role in driving NetApp cloud revenue across a portfolio that includes the jointly developed Amazon Web Services 1st party service Amazon FSx for NetApp ONTAP (FSxN) and NetApp’s CVO, Cloud Data Services, & Cloud Ops Marketplace offerings. You will utilize deep experience & expertise with the AWS organization and its partner ecosystem to support the growth of the FSxN business and drive joint GTM, Co-selling, & Marketplace motions for NetApp’s 3P offerings.

This challenging position requires a strategic mindset, executive presence, exceptional communication skills, an inclusive and cross team leadership style, and strong relationship & consensus building competencies to expand the NetApp – AWS partnership.

You will join team of Hyperscaler Alliances & Marketplaces organization, reporting to the Global Head of AWS Alliance and Marketplace Business Development. You will set objectives for yourself across your assigned geography and build strategies & execution plans that result in AWS mindshare & trust, sales pipeline, and cloud revenue across all products.

You will represent NetApp in day-to-day engagement with a variety of AWS GTM counterparts. In the service of aggressive goals, you will help propel a rigorous annual, quarterly, and monthly cadence of work with AWS 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 Worldwide Partner Organization (WPO), and multiple Operations teams. You will maintain an SLA for managing NetApp connections and collaboration orchestration with a wide variety of AWS counterparts. You will spend considerable time collaborating with NetApp partner sales and program leadership to drive coordinated GTM efforts between AWS, NetApp, and their shared ecosystem of ISV, GSI, MSP, and S.I. partners.

Job Requirements

• Supporting and working closely with the AWS 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 AWS 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 territory plans with Executive Management on a regular basis.

• Deep experience working at AWS in the partner organization (or related organizations), and/or as an Alliance & BD leader for an AWS ISV partner and Marketplace seller.
• 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.
• 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 AWS & the ecosystem of top tier AWS consulting & resale partners.
• Experience selling 1st Party & 3rd Party technology solutions on AWS and supporting Co-sell motions with AWS and or partner sellers.
• Ability to work collaboratively with functional peers across multiple NetApp organizations functions.
• Strong understanding of storage, cloud operations, 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.
• This individual will apply multiple decades of business development and strategic partnership experience with AWS subject matter expertise to solve complex problems that are often exacerbated by time, budget and resource constraints.
• This individual must work effectively with staff to Executive level employees within the function, across functions, globally, and outside of the organization within the AWS ecosystem.
• This individual is a recognized as subject matter expert in cloud computing, AWS, and AWS ecosystem GTM, and exercises wide latitude in determining own objectives and approaches to critical assignments.
• This individual is seen as a leader and AWS “guru” by all AWS stakeholders in the assigned geography.

Education

• A minimum of 15-20 years of business development and/or strategic partnership experience is required.
• Professional experience at AWS and/or experience leading a strategic ISV partnership with AWS is required, with a preference for both.
• A Bachelor of Arts or Science Degree is required, or equivalent experience.

Compensation:
The target salary range for this position is 303,535 – 392,810 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 (PTO), 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.

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