Director, Strat Alliances
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Job Location:
Vienna, VA - USA
Monthly Salary:
Not Disclosed
Posted on:
04-11-2025
Vacancies:
1 Vacancy
Job Summary
Job Summary
We are seeking a dynamic and results-oriented Leader to manage and drive Partner business for NetApp in the Federal and SLED markets. This is a pivotal role responsible for revenue generation through Channel Partners building strong strategic alliances and establishing NetApp as market leader in the US Public Sector. The ideal candidate will possess a deep understanding of both Federal and SLED Partner eco-system a proven track record in building and leading high-performing channel teams with an established network of executive relationships with customers key industry partners as well as top talent.
Job Requirements
- Consistent track record of overachievement in a Partner/channel leadership role and a minimum of 10-year leadership and people management experience in the technology industry.
- Prior experience in managing and driving high performance channel teams and strong partnership with the Federal SLED and FSI community.
- Strong knowledge of contract vehicles in both Federal and SLED markets.
- Excellent verbal and written communications skills along with strong leadership and influencing skills.
- Ability to travel within assigned region working closely with District Managers Sales Representatives and channel partners. Occasional travel outside of the region is required.
- Demonstrate a strong understanding of data infrastructure storage technologies partner eco system and competitive landscape in the Federal and SLED markets.
- Experience with target account selling solution selling and/or consultative sales techniques.
- Work with Corporate business units and other organizations to maximize effectiveness for Federal and SLED.
- Creative approach to problem solving and experience with developing budgets and predicting project costs.
Responsibilities
- Develop and execute a comprehensive channel sales strategy to achieve revenue profitability and growth targets in the Public Sector market.
- Develop and execute Go To Market strategies and actions in order to create pipeline and acquire net new accounts.
- Drive change and transformation effectively while providing management oversight to the Channel Sales group including Partner & Alliance Managers and their teams.
- Maintain close partnership with Partners while overseeing and managing the identification recruitment and development of new channel partners.
- Review and improve organizational effectiveness by developing processes coaching high-performing employees establishing a highly motivational work environment to achieve objectives for channel sales profitability and market share.
- Manage the facilitation of joint selling between Channel partners and the direct sales team.
- Work closely with Channel Sales Managers to help them sell to major customers by meeting with prospects directly participating in contract negotiations or leveraging other resources within the organization to support the sales effort.
- Own and lead the delivery of accurate forecasts and sales stage progression through disciplined use of MEDDICC by all team members.
- Closely partner with AVP GTM and other functional leaders included but not limited to legal marketing HR finance revenue operations to ensure business objectives and strategies are achieved.
Education
- BS/BA degree or equivalent related experience
- 8 years experience in partner/channel ecosystem
- 2 yearsexperience as a people manager
Compensation:
The target salary range for this position is 339150 - 438900 USD. The salary offered will be determined by the candidates location qualifications experience and education and may be outside of this range. 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 Performance-Based Incentives employee stock purchase plan and/or restricted stocks (RSUs) with all offerings subject to regional variations and governed by local laws regulations and company policies. Benefits may vary by country and region and further details will be provided as part of the recruitment process.
Required Experience:
Director
Key Skills
- Fundraising
- Management Experience
- Coaching
- Analysis Skills
- Strategic Planning
- Team Management
- Budgeting
- Leadership Experience
- Mentoring
- Public Speaking
- negotiation
- Supervising Experience
About Company
At NetApp, our top priority is the health and safety of our event attendees and employees, including every community around the world being impacted by COVID-19. As a result, we have decided to reimagine our annual NetApp INSIGHT Paris and Berlin events to be fully digital. We’re als ... View more
