Marketplace Channels Lead - Marketplace Center of Excellence

Job Summary

The Marketplace Channels Lead is a key member of the Marketplace Center of Excellence (CoE) in the H/S Alliances & Ecosystem BD team within NetApp’s Commercial, Partners, Ecosystem organization. As a consulting & strategy organization, the MP CoE is driving NetApp’s transition to the H/S marketplaces as the company’s primary route to market for 3P cloud software products including CVO, Premium Data Services, Data Infrastructure Insights (DII), and Instaclustr.

The pillars of the CoE’s mission are: 1) promote marketplace sales & operational excellence, including the transition of existing BYOL business to marketplace; 2) marketplace sales strategy advisory; 3) contributing to marketplace training & enablement; and 4) scaling NetApp’s marketplace business through the channel / consulting partner ecosystem.

Reporting to the Global Head of the Marketplace Center of Excellence (CoE), the Marketplace Channels Lead will lead the partners & channels function of the CoE working closely with Hyperscalers, distributors, marketplace reselling partners, and internal NetApp collaborators. The Marketplace Channels Lead is responsible for maintaining updated subject matter expertise in the evolution of the H/S marketplace channel partner ecosystem, including the technical innovation & programs that underpin it, and then applying this knowledge across NetApp to grow 3P software revenue growth through its partners.

This challenging position requires a strategic mindset; detailed knowledge of how the AWS, Google Cloud, and Microsoft Azure marketplaces operate for ISVs, reselling partners, and distributors; expertise in H/S channel & consulting partner GTM and the programs that incentivize channel partners to resell offerings from H/S ISV partners through their marketplaces; and the ability to work effectively across multiple NetApp organizations in service of cloud & partner goals.

Key Aspects of the Role

• Develop & maintain subject matter expertise on AWS CPPO (+ DSOR, other), Google Cloud Partner Advantage / MCPO, and various Microsoft Azure marketplace & related programs (+ MPO, CSP, REO, MCA, other)

• Collaborate with a wide variety of NetApp sales, partner management, technical, operations, and enablement personas to align NetApp’s 3P marketplace business to the channel

• Work with NetApp H/S Alliance teams, the NetApp Marketplace Operations team, and external H/S marketplace organizations to align NetApp programs and processes with the most updated H/S channel programs & functionality

• Work with other members of the Marketplace CoE team to drive partner MP sales excellence, including the development of processes, programs, tools, and training & enablement materials

• Act as a Consultant for the Cloud Partner BD team, CPE stakeholders, Revenue Enablement and NetApp Hybrid Field Partner Managers to accelerate revenue through H/S marketplaces via the reseller channel / partners

Overall, the MP Channels Lead and other members of the MP CoE team constitute a collaboration & execution hub for a variety of stakeholders within NetApp, maintaining an SLA for managing NetApp connections and collaboration orchestration on marketplace with a wide a variety of organizations, including:

• Cloud Partner BD team
• Hyperscaler Alliances Teams; Hyperscaler Sales & SA Leadership
• Marketplace Business Operations
• Revenues Operations
• Product
• Business Desk
• NetApp Revenue Enablement
• CPE leadership including Commercial, Distribution

Job Requirements

• Advanced experience working on H/S marketplace business within an ISV or at AWS, Google Cloud, or Microsoft Azure required
• Advanced experience working with channel partners that resell ISV offerings via the H/S marketplaces required
• Experience working within the H/S marketplace - distribution ecosystem strongly preferred
• Experience working in an overlay capacity in support of high-performing, quota-carrying cloud partner management & sales teams
• Exceptional verbal and written communications skills, including presentation skills. A demonstrated ability to communicate complex ideas and plans in written narratives & PowerPoint presentations is crucial.
• Demonstrated ability to work collaboratively with functional peers across multiple organizations & functions.
• Advanced problem-solving capabilities.
• Be a curious, proactive self-starter comfortable with tasks ranging from Executive-level presentations & interactions to immersion in minute details and mundane tasks.

Education and Experience

• 8+ years of professional experience, preferably in an enterprise technology organization.
• Strong preference for experience working at either AWS, Google Cloud, or Microsoft, an ISV in their Marketplace ecosystem, or a top performing channel reseller of H/S marketplace offerings.
• Understanding of Hyperscaler GTM, marketplaces, ISV partnerships, channel ecosystems, joint GTM, and personas aligned to each
• A Bachelor of Arts or Science Degree is required, or equivalent professional experience.