NetApp

Optimizes cloud infrastructure costs on AWS

GSI and MSP/SP Sales Excellence Program Manager

Sales OperationsUpdated on Nov 14

Full-timeMorrisville, NC, USAIn-person

About the Job

Requirements

A bachelor's degree or equivalent experience is required.
U.S. citizenship is required.
At least 12 years of experience in sales excellence, sales or partner operations, channel, or program management, including significant experience with GSI or MSP/SP business models.
A track record of defining sales best practices and leading complex, multi-region, cross-functional initiatives that improve sales execution without direct authority.
Experience leading seller or partner communities and tracking and reporting account interlock, co-sell activity, and wins.
Deep understanding of services-led selling, practice development, as-a-service and consumption-based offerings, and co-sell motions.
Advanced analytical skills and experience building sales KPIs, performance frameworks, and executive reporting.
Executive-level communication and influence, with experience advising senior leaders and building alignment across functions and regions.
Experience managing partner operations involving contract/addendum tracking, accreditation readiness, content governance, reporting rigor, and coordinated communications across internal and partner stakeholders.

Responsibilities

Lead multi-region GSI and MSP/SP sales excellence programs by defining workstreams, milestones, governance, and decision rights.
Develop and drive adoption of sales best practices, playbooks, and execution standards across regions and functions.
Serve as the GSI and MSP/SP subject matter expert, advising leaders and mentoring program managers and field teams.
Own end-to-end GSI program operations, including tracking, reporting, accreditation notifications, and readiness follow-through for priority partners such as DXC, Capgemini, and TCS.
Translate the global partner strategy into field programs spanning onboarding, activation, co-sell, and expansion.
Apply segmentation and coverage models to focus sales effort on high-potential GSIs, MSPs, and SPs.
Operationalize GSI joint-solution and MSP/SP consumption-engagement models to grow partner-sourced and partner-influenced pipeline.
Lead the GSI and MSP/SP rhythm of business, including business planning, QBRs, KPI inspection, and decision tracking.
Drive Partner Sphere Addendum and contract tracking, ensuring timely review, updates, notifications, and stakeholder coordination.
Track accreditations and readiness milestones, notifying partners and internal teams of gaps and required actions.
Define tool, automation, and AI-enabled workflow requirements, and develop field guides that improve execution consistency.
Build and lead the GSI and MSP/SP seller field community through calls, communications, and recognition programs.
Track co-sell engagement, account interlock, joint opportunities, and pipeline progression between company and partner field teams.
Lead GSI co-development efforts, including joint playbooks, cloud design workshops, solution briefs, and repeatable field motions.
Own the joint success story program and coordinate creation of newsletters, enablement materials, and partner-facing content.
Define GSI and MSP/SP KPIs, scorecards, and dashboards covering pipeline, consumption, and recurring revenue.
Assess performance drivers, shape QBR and executive narratives, and recommend execution improvements.
Partner with Revenue Operations and Finance on data quality, KPI governance, and partner influence attribution.
Own HG Insights reporting to support account prioritization, opportunity identification, and GSI coverage decisions.

Desired Qualifications

An MBA or advanced degree is preferred.
Experience in enterprise technology or cloud services, including hyperscaler or cloud marketplace routes to market.
Working knowledge of Salesforce, Power BI, and AI-enabled sales workflows.

Job Summary

The GSI and MSP/SP Sales Excellence Program Manager is a senior individual contributor who sets the standard for sales execution across NetApp's Global Systems Integrator (GSI), Managed Service Provider (MSP), and Service Provider (SP) ecosystem. Working across Commercial, Partners & Ecosystems (CPE) with Sales, Marketing, Finance, Revenue Operations, Revenue Enablement, Alliances, and Area Partner Leaders, the role supports the global partner strategy by turning it into consistent field execution, scalable sales best practices, and measurable co-sell and as-a-service growth across regions.

Key Responsibilities

Sales Excellence Program Leadership

Lead multi-region GSI and MSP/SP sales excellence programs, defining workstreams, milestones, governance, and decision rights.
Develop and drive adoption of sales best practices, playbooks, and execution standards across regions and functions.
Serve as the GSI and MSP/SP subject matter expert, advising leaders and mentoring program managers and field teams.
Own end-to-end GSI program operations, including tracking, reporting, accreditation notifications, and readiness follow-through for priority partners such as DXC, Capgemini, and TCS.

Partner Strategy Execution Support

Translate NetApp's global partner strategy into field programs spanning onboarding, activation, co-sell, and expansion.
Apply segmentation and coverage models to focus sales effort on highest-potential GSIs, MSPs, and SPs.
Operationalize GSI joint solution and MSP/SP consumption engagement models to grow partner-sourced and partner-influenced pipeline.

Rhythm of Business, Accreditation & Contract Operations

Lead the GSI and MSP/SP ROB, including business planning, QBRs, KPI inspection, and decision tracking.
Drive Partner Sphere Addendum and contract tracking, ensuring timely review, updates, notifications, and stakeholder coordination.
Proactively track accreditations and readiness milestones, notifying partners and internal teams of gaps and required actions.
Define tool, automation, and AI-enabled workflow requirements; develop field guides that improve execution consistency.

Seller Field Community, Joint Content & Co-Sell Execution

Build and lead the GSI and MSP/SP seller field community through calls, communications, and recognition programs.
Track co-sell engagement, account interlock, joint opportunities, and pipeline progression between NetApp and partner field teams.
Lead GSI co-development efforts, including joint playbooks, cloud design workshops, solution briefs, and repeatable field motions.
Own the joint success story program and coordinate creation of newsletters, enablement materials, and partner-facing content.

Business Intelligence & Market Insights

Define GSI and MSP/SP KPIs, scorecards, and dashboards covering pipeline, consumption, and recurring revenue.
Assess performance drivers, shape QBR and executive narratives, and recommend execution improvements.
Partner with Revenue Operations and Finance on data quality, KPI governance, and partner influence attribution.
Own HG Insights reporting to support account prioritization, opportunity identification, and GSI coverage decisions.

Role Measures

Program execution: initiative delivery against milestones and business outcomes.
Field adoption: consistent use of sales plays, tools, and standards across regions.
Co-sell impact: growth in joint opportunities, pipeline, and seller participation.
Business results: improvement in partner-sourced pipeline, wins, and recurring revenue.
Operational rigor: ROB execution, contract and accreditation follow-through, and data quality.
Content impact: timely delivery and reuse of enablement assets, success stories, and joint materials.
Reporting quality: accurate quota, bookings, and QBR reporting that enables leadership decisions.

Education and Experience

Required

Bachelor's degree or equivalent experience.
This role requires US Citizenship.
12 or more years of experience in sales excellence, sales or partner operations, channel, or program management, including significant experience with GSI or MSP/SP business models.
Track record of defining sales best practices and leading complex, multi-region, cross-functional initiatives that improved sales execution, without direct authority.
Experience leading seller or partner communities and tracking and reporting on account interlock, co-sell activity, and wins.
Deep understanding of services-led selling, practice development, as-a-service and consumption-based offerings, and co-sell motions.
Advanced analytical skills, with experience building sales KPIs, performance frameworks, and executive reporting.
Executive-level communication and influence, with experience advising senior leaders and building alignment across functions and regions.
Experience managing partner operations that require contract/addendum tracking, accreditation readiness, content governance, reporting rigor, and coordinated communications across internal and partner stakeholders.

Preferred

MBA or advanced degree.
Experience in enterprise technology or cloud services, including hyperscaler or cloud marketplace routes to market.
Working knowledge of Salesforce, Power BI, and AI-enabled sales workflows.

Compensation:
The target salary range for this position is $170,000-$220,000. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package. This may cover Health Insurance, Life Insurance, Retirement or Pension Plans, Paid Time Off, various Leave options, Performance-Based Incentives, employee stock purchase plan, and/or restricted stocks (RSU’s), with all offerings subject to regional variations and governed by local laws, regulations, and company policies. Benefits may vary by country and region, and further details will be provided as part of the recruitment process.

About the Company

NetApp

Optimizes cloud infrastructure costs on AWS

Spot.io, part of NetApp, helps businesses manage cloud costs and infrastructure on AWS. It uses software that analyzes cloud usage and automates management to lower compute expenses, especially through AWS EC2 spot instances, which offer spare capacity at reduced prices. The product provides deep visibility into cloud spending, an AWS cost optimization calculator for estimating potential savings, and a free action plan tailored to each customer. Revenue comes from selling software licenses and consulting services. Target customers include enterprises using containers and orchestration tools like Kubernetes, EKS, ECS, KOPS, Docker Swarm, and OpenShift. The company aims to reduce cloud compute costs for customers while simplifying cloud operations and improving efficiency.

Company size: 51-200
Company stage: Acquired
Total funding: $53.2M
Headquarters: Tel Aviv-Yafo, Israel
Founded: 2015

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