NetApp

Optimizes cloud infrastructure costs on AWS

MSP Partner Development Manager

Business Development & PartnershipsUpdated on Nov 11

Full-timeNo salary listedIn-person

About the Job

Requirements

Experience working with managed service providers, service providers, distributors, or channel partners, including understanding how they build, sell, and deliver technology services to customers.
Experience driving indirect revenue growth and partner transformation.
Strong relationship-building and communication skills, with the ability to collaborate effectively across partner and internal teams.
Knowledge of cloud, data infrastructure, cybersecurity, artificial intelligence, or managed services markets.
Ability to influence across complex partner and internal stakeholder ecosystems.

Responsibilities

Recruit, develop, and manage strategic managed service provider partnerships.
Create and execute joint business plans aligned to revenue, consumption, and growth objectives.
Conduct executive business reviews and drive accountability against agreed outcomes.
Help managed service providers build and grow practices centered on Intelligent Data Infrastructure, Hybrid Cloud, Cyber Resilience, and AI Infrastructure.
Accelerate managed service provider readiness through enablement, competencies, certifications, and solution adoption.
Drive joint pipeline generation and managed service provider-led opportunity creation.
Facilitate co-sell engagement between managed service providers and NetApp field teams.
Develop trusted relationships with managed service provider executives and business leaders.
Influence investment decisions, strategic priorities, and go-to-market execution.
Position NetApp as a strategic platform for data, artificial intelligence, and cyber resilience transformation.

Job Summary

The MSP Partner Development Manager drives the recruitment, development, and growth of strategic Managed Service Providers (MSPs) across the assigned territory. The role is focused on accelerating partner-led revenue, expanding recurring services, and building partner capabilities around NetApp's Intelligent Data Infrastructure, Cyber Resilience, Hybrid Cloud, and AI solutions.

Working closely with Sales, Partner Solutions Architects, Cloud Alliances, Marketing, and distribution, the MSP Partner Development Manager acts as a trusted advisor to MSPs leadership teams, helping them develop new service offerings, increase NetApp wallet share, and deliver customer business outcomes.

Job Responsibilities

Partner Growth & Business Planning

Recruit, develop, and manage strategic MSP partnerships.
Create and execute joint business plans aligned to revenue, consumption, and growth objectives.
Conduct executive business reviews and drive accountability against agreed outcomes.

Practice & Capability Development

Help MSPs build and grow practices centred on:

Intelligent Data Infrastructure
Hybrid Cloud
Cyber Resilience
AI Infrastructure
Accelerate MSP readiness through enablement, competencies, certifications, and solution adoption.

Pipeline & Revenue Acceleration

Drive joint pipeline generation and MSP-led opportunity creation.
Facilitate co-sell engagement between MSPs and NetApp field teams.

Executive Relationship Management

Develop trusted relationships with MSP executives and business leaders.
Influence investment decisions, strategic priorities, and go-to-market execution.
Position NetApp as a strategic platform for data, AI, and cyber resilience transformation.

Success Measures

Business Growth

Partner-generated revenue and influenced bookings
Consumption growth
Recurring managed services revenue
Pipeline creation and conversion

Partner Development

MSP recruitment and activation
Joint business plan execution
New service offerings launched
NetApp wallet share growth

Capability & Outcomes

Solution competencies achieved
Enablement engagement
AI and Cyber Resilience practice development
Customer adoption and expansion

Job Requirements

Experience working with MSPs, service providers, distributors, or channel partners, with an understanding of how they build, sell, and deliver technology services to customers.
Experience driving indirect revenue growth and partner transformation.
Strong relationship-building and communication skills, with the ability to collaborate effectively across partner and internal teams.
Knowledge of cloud, data infrastructure, cybersecurity, AI, or managed services markets.
Ability to influence across complex partner and internal stakeholder ecosystems.

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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