Job Summary

As a Senior Director for Partner & Channel Business, you will be responsible for driving revenue generation through Channel Partners.

In this key EEMI leadership role you will provide EEMI Channel strategy and execution for our Distributors, GSIs and Partners working closely with EEMI Regional Leaders, where the regional channel resources report to. Management oversight to the Distribution and GSI representatives for the Area. Additionally, you will regularly interact with NetApp Executives and major customers. Your strong background and experience in selling NetApp products and services through Channel Partners, as well as your ability to negotiate and build strong business partnerships with customers and within the WWPO and corporate teams, is crucial to your success in this role.

Job Requirements

• Focus on establishing the Channel Sales strategy for the Area.
• Partner with the Area Vice President and GEO PO VP on Area-wide Channel Sales strategy.
• Manage the identification, recruitment and development of Distributors, GSIs, Alliances and Channel partners.
• Manage the facilitation of joint selling between Channel Ecosystems and the NetApp direct sales team.
• Regularly interact across functional areas with senior management or executives to ensure Channel objectives and strategies are achieved.
• Partner with Regional Directors and Direct Sales Management to share best practices and ensure processes and programs share a consistent message.
• Leverage partner’s solutions and resources within the NetApp sales force and selected Channel Partners and Distributors.
• Work with Channel Sales Managers in all the Regions 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 sale’s effort.
• Utilize special skills, such as negotiating with customers or management, or using influencing skills with senior level leaders regarding matters of significance to the organization.
• Make final decisions on administrative or operational matters and ensure the effective achievement of objectives.
• Control planning, staffing, budgeting, managing expense priorities, and recommending and implementing changes to methods.
• Participate in corporate development of methods, techniques and evaluation criteria for projects, programs, and people.

Key Requirements

• At least 10+ years of experience as a people manager, leading Partner & Channel teams in EEMI Region.
• Excellent verbal and written communications skills; presentation, customer service, business and negotiation skills.
• Ability to travel within assigned region, working closely with District Managers, Sales Representatives, and channel partners. Occasional travel outside of region required.
• Strong leadership and influencing skills.
• Strong understanding of storage technologies and competitive offerings in the marketplace.
• Experience with target account selling, solution selling, and/or consultative sales techniques.
• An aptitude for understanding how technology products and solutions solve business problems.
• Previous experience as a Channel Sales Representative with a track record of exceeding assigned sales quotas in contiguous, multiple years.
• Demonstrated experience working with Sales organizations and technical teams.
• Creative approach to problem solving.
• Experience with developing budgets and predicting project costs.
• A demonstrated ability to manage management level employees.