NetApp

Optimizes cloud infrastructure costs on AWS

Director – Global Head of Multi-Cloud Partner Business Development

Business Development & PartnershipsUpdated on Nov 14

Full-timeIn-person

About the Job

Requirements

A bachelor's degree in Business, Computer Science, Engineering, or a related field is preferred.
At least 15 years of advanced experience in cloud partner sales, business development, and partner management is required.
A strong record of working with hyperscalers and consulting partners to drive large data, application, and workload migrations to the cloud is required.
Deep understanding of cloud migration ecosystems, including AWS, Azure, Google Cloud, Oracle Cloud, and relevant partners and programs, is required.
Strong understanding of cloud data storage, compute, artificial intelligence, and related solutions is required.
Familiarity with cloud migration, hybrid cloud architecture, cloud storage, and data management technologies is required.
Experience developing and growing business through strategic partnerships, particularly with consulting and systems integration partners, is required.
Knowledge of partner program dynamics and the ability to leverage cloud providers’ partner networks to drive revenue is required.
Strong business acumen and the ability to translate business needs into actionable cloud strategies are required.
Ability to work cross-functionally with sales, marketing, product, and technical teams to drive joint success with partners is required.

Responsibilities

Lead a global team of Multi-Cloud Partner Business Development Managers who develop and manage relationships with high-performing consulting partners within AWS, Google Cloud, Azure, and Oracle Cloud migration programs.
Serve as the senior contact for hyperscaler consulting-partner ecosystem leadership and the partners managed by the team, providing expertise on NetApp solutions, their integration within cloud ecosystems, and the industries and workloads underpinning NetApp’s cloud go-to-market strategy.
Collaborate with NetApp technical leadership to develop programs and content that enable partners to position, architect, and implement NetApp storage and data infrastructure-management solutions across AWS, Azure, and Google Cloud.
Work with cloud partners and NetApp Cloud Sales leadership to develop partner-sourced opportunity pipelines for Azure NetApp Files, AWS FSx for NetApp ONTAP, Google Cloud NetApp Volumes, OCINSS, and NetApp third-party offerings in AWS, Azure, and Google Cloud Marketplaces.
Drive strategic initiatives aligning partner solutions with NetApp cloud offerings to increase sales and cloud consumption.
Collaborate with SSP sales stakeholders to identify, qualify, and close revenue-generating opportunities with cloud partners and their customers, leveraging hyperscaler funding.
Work with NetApp strategy, sales, operations, and marketing teams to create and execute partner-specific go-to-market programs aligned with the overall cloud go-to-market strategy and relevant to consulting partners and customers.
Develop joint value propositions with partners addressing customer needs for large data, application, and workload migrations to the cloud in focus verticals and industries.
Leverage hyperscaler migration, modernization, and other partner funding programs to build and expand partner relationships and accelerate NetApp’s business within those programs.
Monitor and manage partner progress through cloud migration programs, ensuring success and mutual business growth.
Collaborate with NetApp CPE program teams to build and deploy NetApp incentive funding that complements hyperscaler funding.
Monitor industry trends and the competitive landscape within AWS, Azure, Google Cloud, and Oracle Cloud Infrastructure ecosystems.
Provide NetApp leadership with actionable insights on market opportunities, competitor activities, and evolving partner dynamics.

Desired Qualifications

Strong preference for candidates who have worked at one or more of AWS, Microsoft Azure, or Google Cloud and at a consulting partner or global systems integrator within those 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, Microsoft Azure, and Oracle Cloud Infrastructure 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, Google Cloud NetApp Volumes, and Oracle Cloud Infrastructure NetApp Storage Service) 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.

Key Responsibilities

1. Team Leader; Head of Partner Relationship Management & Enablement

Lead a global team of Multi-Cloud Partner BDMs that develop & manage relationships with high-performing consulting partners within AWS, Google Cloud, Azure, and Oracle Cloud migration programs.
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.

2. 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, OCINSS, 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.

3. 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.

4. Program Participation & Execution

Leverage H/S migration, modernization, and other partner funding programs 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 CPE programs teams to build & deploy NetApp incentive funding to complement H/S funding.

5. Market Insights & Reporting

Stay abreast of industry trends and the competitive landscape within AWS, Azure, Google Cloud, and Oracle Cloud Infrastructure ecosystems.
Provide actionable insights to NetApp leadership regarding market opportunities, competitor activities, and evolving partner dynamics.

Qualifications & Education

Bachelor’s degree in Business, Computer Science, Engineering, or related field (preferred)
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 consulting partner or GSI within those ecosystems.
Proven track record of success in working with hyperscalers & consulting partners to drive large data, application, and workload migrations to the cloud.
Deep understanding of cloud migration ecosystems (AWS, Azure, Google Cloud, Oracle Cloud) & relevant partners, programs.
Strong understanding of cloud data storage, compute, AI, and other solutions.
Familiarity with cloud migration, hybrid cloud architecture, cloud storage, and data management technologies.
Experience developing and growing business through strategic partnerships, particularly with consulting and systems integration partners.
Knowledge of partner program dynamics and the ability to leverage cloud providers’ partner networks effectively to drive revenue.
Excellent communication, negotiation, and interpersonal skills.
Strong business acumen and ability to translate business needs into actionable cloud strategies.
Ability to work cross-functionally with sales, marketing, product, and technical teams to drive joint success with partners.

Compensation:
The target salary range for this position is 368,900 - 477,400 USD. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. The range is based on 'On Target Earnings’ (OTE) representing the total potential earnings, which is the sum of the base salary and potential commission earned when performance targets are achieved. 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, employee stock purchase plan, and/or restricted stocks (RSU’s). These offerings are subject to regional variations and governed by local laws, regulations, and company policies. We will provide detailed information about the specific benefits for your region during 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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