Sr Director, Strategic Alliances

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POST DATE 9/18/2016
END DATE 1/15/2017

NetApp Sunnyvale, CA

Sunnyvale, CA
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Senior (15+ years)
Bachelors Degree


Job Summary
Job Summary:
NetApp has a challenging and exciting opportunity for a senior leader within our Global and Strategic alliances organization. In this role, you will utilize strong management and relationship building competencies to set a vision, strategy and objects to drive growth. You will develop long-term strategies and shorter-term plans to meet aggressive performance goals. You must be extremely results driven, customer focused, technologically savvy, and skilled at building internal relationships and external partnerships. You will be responsible for the global SAP partnership, Big Data/Analytics (Splunk, MapR, Cloudera, Hortonworks) Data Protection partners (Veeam, Commvault, Veritas) and cloud security partners. You will be responsible for increasing the number of our joint selling opportunities by influencing a diversified portfolio, enabled through a number of joint technology solutions. The Sr. Director, Strategic Alliances will build a business strategy, fueled by a market driven innovation agenda which highly optimizes the alliance relationship, resulting in measurable business growth. Core responsibilities include: Strategic relationship and direction with NetApp and Alliance Partner: Executive alignment, Product Engineering, Sales, Marketing and Services. Work with joint product and engineering teas to deliver next generation products
Essential Functions:
Lead partnership strategy and build-out of annual plan
Develop an understanding of alliance partner s business, strategy, operations, technology and goals
Manage team of global technical alliance and business development managers
Participate in strategic planning sessions with the peer managers in sales and with the business development team.
Maintain and present a pipeline of current and prospective partnership opportunities designed to drive visibility, revenue, customers and extend the NetApp brand
Understand the competitive landscape and assess strategic opportunities.
Maintain active relationships with business development, sales and channel teams to proactively address business issues and identify ways to bias build and maximize value for both parties
Own Governance of the overall relationship including executive alignment & quarterly business reviews
Establish short-term and long-term goals and performance metrics in line with corporate objectives.
Develop budgets for approval and assure adherence once budget is approved
Manage executive business review both internally and with the partner
Review management plans with Executive management on a regular basis.
Develop a positive relationship with key client decision-makers or influencers who can drive growth of partnership opportunities
Innovative thinker, ability to change in an extremely fast paced environment

Job Requirements
Ability to describe the value proposition and competitive landscape of NetApp, our partners, and customers
Ability to describe the modern enterprise solution stack clearly and concisely at a business level.
Have a proven record of working with executives to translate product and strategic roadmaps into actionable partnership strategies
Competency in contract negotiation from the high-level goals to the last detail. Ability to manage internal and external resources to deliver results that exceed expectations.
Proven ability to manage yourself (and your employees) to KPIs and focus on moving the needle every week.
Have a network of industry relationships with potential partners, competitors, customers and thought leaders.
Strategic thinker with technical background or related experience who is able to blend technology and business strategy to develop compelling plans for joint solutions
Product management experience
Demonstrated record of delivering quality results globally with supporting metrics
Demonstrated superior presentation and communication skills for a global set of constituents
Passion for winning!
Travel 30%.

Education and Experience
Education & Experience:
- A minimum of 20+ years of experience is required.
- A Bachelor of Arts or Science Degree is required, or equivalent experience.
- Demonstrated ability to have completed multiple, extremely complex technical projects.

Posting Category

Full time / Part time

Posting Location
USA - California - Sunnyvale (Corporate Headquarters)

NetApp is an equal opportunity employer and makes employment decisions on the basis of merit. We are committed to compliance with all applicable laws providing equal employment opportunities. NetApp? makes reasonable accommodations, consistent with applicable laws, for the known physical or mental limitations of an otherwise qualified applicant or employee with a disability, who can perform the essential job functions, unless undue hardship would result.