Partner Technical Lead (Solutions Engineer)
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
Summary
The Commercial Partner Technical Lead is the technical expert for Partners within a focus area. As an extended member of the district, the Commercial PTL will participate in co-selling efforts as a partner and customer facing resource. Responsibilities will include understanding how to leverage the full NetApp portfolio to help Partners lead more often with NetApp and execute more NetApp deals. This individual will own the opportunity business with a focused set of Partners to grow mindshare with those partners. Engagement will be achieved by inserting NetApp differentiation into the Partner's value statements/pitches, executing on pipeline creation and acceleration, and assisting with deal related activities including sizing guidance, customer meetings and engage through deal closure. Ultimately, this role will contribute to market share gains by increasing market presence in key markets with key Partners.
Business Objectives
Deep understanding of customer s technical landscape & challenges and Partner s GTM priorities.
Ensure and manage a portfolio play that reflects NetApp s complete opportunity.
Build a NetApp bias within the partners and develop joint offering that includes the NetApp portfolio.
Assist in driving revenue by working with assigned Partner extended org in their pursuits, including alignment with broader Partner sales team and NetApp sellers.
Accelerate sales cycles by removing barrier due to NetApp technical proficiency and tool familiarity.
Increase NetApp revenue in the aligned accounts, maximizing NetApp share of wallet within the account.
Job Requirements
JOB ACTIVITIES
Work with the Commercial District Manager, Sales and Technical teams to Develop and Execute a territory growth plan with Commercial accounts and Partners to drive growth.
Develop, manage, and grow a pipeline of sales opportunities in collaboration with key Partner Account teams and NetApp Sellers
Responsible for customer facing Sales Campaigns, Solution Recommendation, Technical Presentation and closing business
Co-sell and strategize with partners, NetApp District Manager and Sales on Commercial customer acquisition and growth partner enablement while closing deals.
Deliver NetApp strategy, vision, and messaging to customers, prospects, and partners
CANDIDATE REQUIREMENTS
Consistent track record of pipeline building, exceeding quota and driving net new business
Aggressive, Self-starter Hunter who is comfortable working independently and in a team environment
Strong understanding of partner landscape and how to collaborate and win competitive deals
Broad exposure to a variety of data storage and cloud technologies/concepts
Located within assigned territory and able to travel weekly to visit customers and partners
Key Performance Indicators
Annual revenue performance attainment for Assigned Commercial District and Partners
NetApp Portfolio sales to Net-new accounts and Net-new workloads and use cases.
Number and quality of Partner engagements, deal registrations, pipeline and closed transaction count
Trusted advisor relationships with customer s technical stakeholders
Skills & Competencies
Drive for results: Through customer obsession and being the technical authority to win opportunities with appropriate workload specialists' engagement
Communication and planning: As a key member in the account team and with customers and partners
Business knowledge: Value proposition mapped to customer requirements
Leadership: Technical leadership in team selling environments
Ownership of technical relationship with the customer and partner at the executive level
Understanding of partner business and Go To Market priorities including Competitive landscape
Understanding of the role of Partner in NetApp and the industry and of NetApp s Partner Programs
Ability to navigate the Customer organization and deliver message based on audience/persona
Strong communication and interpersonal skills
Must travel to meet with the customers
Equal Opportunity Employer:
NetApp is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination based on age, race, color, gender, sexual orientation, gender identity, national origin, religion, disability or genetic information, pregnancy, protected veteran status, and any other protected classification.
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 and Canada 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 165,000-185,000. 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).Estimated Salary: $20 to $28 per hour based on qualifications.
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
Summary
The Commercial Partner Technical Lead is the technical expert for Partners within a focus area. As an extended member of the district, the Commercial PTL will participate in co-selling efforts as a partner and customer facing resource. Responsibilities will include understanding how to leverage the full NetApp portfolio to help Partners lead more often with NetApp and execute more NetApp deals. This individual will own the opportunity business with a focused set of Partners to grow mindshare with those partners. Engagement will be achieved by inserting NetApp differentiation into the Partner's value statements/pitches, executing on pipeline creation and acceleration, and assisting with deal related activities including sizing guidance, customer meetings and engage through deal closure. Ultimately, this role will contribute to market share gains by increasing market presence in key markets with key Partners.
Business Objectives
Deep understanding of customer s technical landscape & challenges and Partner s GTM priorities.
Ensure and manage a portfolio play that reflects NetApp s complete opportunity.
Build a NetApp bias within the partners and develop joint offering that includes the NetApp portfolio.
Assist in driving revenue by working with assigned Partner extended org in their pursuits, including alignment with broader Partner sales team and NetApp sellers.
Accelerate sales cycles by removing barrier due to NetApp technical proficiency and tool familiarity.
Increase NetApp revenue in the aligned accounts, maximizing NetApp share of wallet within the account.
Job Requirements
JOB ACTIVITIES
Work with the Commercial District Manager, Sales and Technical teams to Develop and Execute a territory growth plan with Commercial accounts and Partners to drive growth.
Develop, manage, and grow a pipeline of sales opportunities in collaboration with key Partner Account teams and NetApp Sellers
Responsible for customer facing Sales Campaigns, Solution Recommendation, Technical Presentation and closing business
Co-sell and strategize with partners, NetApp District Manager and Sales on Commercial customer acquisition and growth partner enablement while closing deals.
Deliver NetApp strategy, vision, and messaging to customers, prospects, and partners
CANDIDATE REQUIREMENTS
Consistent track record of pipeline building, exceeding quota and driving net new business
Aggressive, Self-starter Hunter who is comfortable working independently and in a team environment
Strong understanding of partner landscape and how to collaborate and win competitive deals
Broad exposure to a variety of data storage and cloud technologies/concepts
Located within assigned territory and able to travel weekly to visit customers and partners
Key Performance Indicators
Annual revenue performance attainment for Assigned Commercial District and Partners
NetApp Portfolio sales to Net-new accounts and Net-new workloads and use cases.
Number and quality of Partner engagements, deal registrations, pipeline and closed transaction count
Trusted advisor relationships with customer s technical stakeholders
Skills & Competencies
Drive for results: Through customer obsession and being the technical authority to win opportunities with appropriate workload specialists' engagement
Communication and planning: As a key member in the account team and with customers and partners
Business knowledge: Value proposition mapped to customer requirements
Leadership: Technical leadership in team selling environments
Ownership of technical relationship with the customer and partner at the executive level
Understanding of partner business and Go To Market priorities including Competitive landscape
Understanding of the role of Partner in NetApp and the industry and of NetApp s Partner Programs
Ability to navigate the Customer organization and deliver message based on audience/persona
Strong communication and interpersonal skills
Must travel to meet with the customers
Equal Opportunity Employer:
NetApp is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination based on age, race, color, gender, sexual orientation, gender identity, national origin, religion, disability or genetic information, pregnancy, protected veteran status, and any other protected classification.
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 and Canada 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 165,000-185,000. 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).Estimated Salary: $20 to $28 per hour based on qualifications.
|
|
 | |
