Job Overview

The Cloud Partner Business Development Professional will be responsible for driving pipeline and revenue growth through strategic partnerships with consulting partners across the AWS, Microsoft Azure, and Google Cloud ecosystems. The role will represent the entirety of the NetApp Cloud portfolio, including 1P services AWS FSx for NetApp ONTAP (FSxN); Google Cloud NetApp Volumes (GCNV); and Azure NetApp Files (ANF), and NetApp 3P cloud software offerings sold in the hyperscaler marketplaces.
The ideal candidate will have deep experience in working with cloud technologies and working on joint GTM and Co-selling with AWS, Google Cloud, and Microsoft Azure, ideally around large data, application, and workload migrations. In this role, you will work closely with consulting partners that help customers migrate their complex workloads to the cloud, ensuring that NetApp’s cloud storage & intelligent data services are an integral part of partner migration and modernization practices.

Key Responsibilities

1. Partner Relationship Management:
   • Discover, Develop and manage relationships with key consulting partners in AWS MAP, OLA, and WMP programs, Azure Migrate & Modernize and Azure Innovate programs, and Google Cloud’s RaMP program.
   • Serve as the primary point of contact for named set of partners, providing expertise on NetApp solutions and their integration within the cloud ecosystem.
   • Enable and empower partners to successfully sell and deploy NetApp solutions across AWS, Azure, and Google Cloud.
2. Pipeline Development & Revenue Growth:
   • Work collaboratively with cloud partners and NetApp Cloud Sales leadership to develop a pipeline of opportunities for Azure NetApp Files, AWS FSx for NetApp ONTAP, and Google Cloud NetApp Volumes, and/or NetApp 3P cloud software offerings available through the hyperscaler marketplaces.
   • Drive strategic initiatives to ensure the alignment of partner solutions with NetApp’s cloud offerings, resulting in increased sales and cloud consumption.
   • Identify, qualify, and close revenue-generating opportunities in collaboration with cloud partners and their customers.
3. Go-to-Market Strategy:
   • Collaborate with NetApp’s sales and marketing teams to create and execute go-to-market strategies that resonate with the consulting partners in your portfolio and their customers.
   • Develop joint value propositions with partners that address the needs of customers undergoing large data, application, and workload migrations to the cloud.
4. Program Participation & Execution:
   • Leverage AWS MAP, OLA, and WMP programs, Azure Migrate & Modernize, Azure Innovate programs, and Google Cloud’s RaMP program to build and expand relationships with partners and accelerate NetApp’s business within those programs.
   • Monitor and manage partner progress through these cloud migration programs, ensuring success and mutual business growth.
5. Market Insights & Reporting:
   • Stay abreast of industry trends and the competitive landscape within AWS, Azure, and Google Cloud ecosystems.
   • Provide actionable insights to NetApp leadership regarding market opportunities, competitor activities, and evolving partner dynamics.
6. Partner Enablement:
   • Deliver training and enablement programs to consulting partners on how to best position and sell NetApp solutions in the context of cloud migrations and modernizations.
   • Support the creation of partner-facing resources that simplify and accelerate the sales process for cloud migrations with NetApp solutions.

Qualifications

• 10+ years of experience in business development or partner management, with a strong preference for candidates that have worked at both AWS, Microsoft Azure, or Google Cloud and a consulting partner or GSI within those ecosystems
• Proven track record of success in working with hyperscalers & consulting partners to drive large data, application, and workload migrations to the cloud
• Deep understanding of cloud ecosystems (AWS, Azure, Google Cloud) and relevant programs (AWS MAP, OLA, WMP; Azure Migrate & Modernize, Google Cloud RAMP)
• Strong understanding of cloud data storage, compute, and other solution
• Familiarity with cloud migration, hybrid cloud architecture, cloud storage, and data management technologies
• Ability to articulate technical and business benefits of NetApp’s cloud offerings to both technical and business stakeholders
• Excellent communication, negotiation, and interpersonal skills
• Strong business acumen and ability to translate business needs into actionable cloud strategies
• Ability to work cross-functionally with sales, marketing, product, and technical teams to drive joint success with partners
• Bachelor’s degree in Business, Computer Science, Engineering, or related field (preferred).