Director - Global Head of Multi-Cloud

Job Summary

NetApp is a global leader in cloud data services, empowering businesses to manage and move their data across hybrid multi-cloud environments seamlessly. We are focused on enabling our partners and customers to drive better performance, agility, and scalability using cloud technologies. This role offers a unique opportunity to work with the world’s leading cloud providers—AWS, Microsoft Azure, and Google Cloud—and accelerate the adoption of NetApp solutions in these ecosystems.

 

Job Overview
The Head of Multi-Cloud Partner Business Development will lead a function & team responsible for driving cloud pipeline and revenue growth through strategic partnerships with consulting partners across the AWS, Google Cloud, and Microsoft Azure ecosystems. 
You will lead the cultivation & management of a focused set of partners that help position NetApp’s first party cloud storage services (Azure NetApp Files, AWS FSx for NetApp ONTAP, and Google Cloud NetApp Volumes) and Marketplace portfolio as an integral part of the data layer of customer cloud migration and modernization journeys.The ideal candidate will have deep experience working with hyperscalers and their migration & modernization partners, specifically around large data, application, and workload migrations. This individual will also be an expert in leveraging the hyperscaler programs that accelerate customer migrations and deliver modernization & innovation outcomes for customers.

Location: Candidates must reside on the East Coast and prefer RTP in North Carolina.  

Key Responsibilities

Team Leader; Head of Partner Relationship Management & Enablement

• Lead a team of Multi-Cloud Partner BDMs that develop & manage relationships with key consulting partners within programs including AWS MAP, OLA, and WMP; Azure Migrate & Modernize and Azure Innovate; and Google Cloud RaMP.
• Serve as the senior contact for H/S consulting partner ecosystem leadership & the partners managed by your team; provide expertise on NetApp solutions, their integration within the cloud ecosystem, and the key industries & workloads that underpin NetApp’s Cloud GTM strategy.
• Collaborate with NetApp technical leadership to develop programs & content that empower partners to successfully position, architect, and implement NetApp storage & data infrastructure management solutions across AWS, Azure, and Google Cloud.

Pipeline Development & Revenue Growth

• Work collaboratively with cloud partners and NetApp Cloud Sales leadership to develop a pipeline of partner-sourced opportunities for Azure NetApp Files, AWS FSx for NetApp ONTAP, Google Cloud NetApp Volumes and NetApp 3P offerings in the AWS, Azure, & Google Cloud Marketplaces.
• Drive strategic initiatives to ensure the alignment of partner solutions with NetApp’s cloud offerings, resulting in increased sales and cloud consumption.
• Collaborate with SSP sales stakeholders to identify, qualify, and close revenue-generating opportunities in collaboration with cloud partners and their customers, leveraging H/S funding.

Go-to-Market Strategy

• Collaborate with NetApp’s strategy, sales, operations, and marketing teams to create and execute partner-specific go-to-market programs that align to NetApp’s overall cloud GTM strategy and resonate with consulting partners and customers in the cloud ecosystem.
• Develop joint value propositions with partners that address the needs of customers undergoing large data, application, and workload migrations to the cloud aligned to focus verticals / industries.

Program Participation & Execution

• Leverage H/S programs (AWS MAP, OLA, & WMP programs: Azure Migrate & Modernize, Azure Innovate; Google Cloud RaMP) 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.
• Collaborate with NetApp’s WW Partner Organization (WPO) to deploy NetApp incentive funding to complement H/S funding.

Market Insights & Reporting 

• AWS, Azure, and Google Cloud ecosystems. 

Qualifications & Education

• 15+ years of advanced experience in cloud partner sales, business development, and partner management. Strong preference for candidates that have worked at one or more of AWS, Microsoft Azure, or Google Cloud and a co