Director, Strat Alliances

Job Summary

We are seeking a dynamic and results-oriented Leader to manage and drive Partner business for NetApp in Canada. This is a pivotal role responsible for revenue generation through Channel Partners, building strong strategic alliances and establishing NetApp as market leader in Canada. The ideal candidate will possess a deep understanding of Canada’s Partner eco-system, a proven track record in building and leading high-performing channel teams, with an established network of executive relationships with customers, key industry partners, as well as top talent.

Must be residing in Toronto, Canada metro area.

Job Requirements

- Consistent track record of overachievement in a Partner/channel leadership role and a minimum of 10-year people management experience in the technology industry.

- Prior experience in managing and driving high performance channel teams and strong partnership with the Canadian channel & SI community.

- Excellent verbal and written communications skills along with strong leadership and influencing skills.

- Ability to travel within assigned region, working closely with District Managers, Sales Representatives, and channel partners. Occasional travel outside of the region is required.

- Demonstrate a strong understanding of data infrastructure storage technologies, partner eco system and competitive landscape in Canada.

- Experience with target account selling, solution selling, and/or consultative sales techniques.

- Creative approach to problem solving and experience with developing budgets and predicting project costs.

Responsibilities

- Develop and execute a comprehensive and cohesive partner sales strategy to exceed revenue, profitability, and growth targets in Canada.

- Develop, increase, and maintain NetApp preference and relevancy with the traditional Nationals and Regional Partner ecosystem.

- Drive change and transformation effectively while providing management oversight to the Channel Sales group including Peer & Alliance Managers and their teams (i.e., Cisco, Brocade, Cohere, etc.)

- Develop, increase, and maintain close partnership with Partners & SI’s in Canada while overseeing and managing the identification, recruitment, and development of new channel partners.

- Develop and continually refine a Service Provider strategy for key partners with a sell to, through and with model. (i.e., CGI, Bell, ThinkOn, OpenText, TELUS, Rogers, Hypertec, etc.)

- Develop and refine a low touch model with Distribution for the Canadian SMB market.

- Review and improve organizational effectiveness by developing processes, coaching high-performing employees, establishing a highly motivational work environment to achieve objectives for channel sales, profitability, and market share.

- Manage the facilitation of joint selling between the Partner ecosystem and the direct sales team.

- Work closely with Channel Sales Managers to help them sell to major customers by meeting with prospects directly, participating in contract negotiations, or leveraging other resources within the organization to support the sales effort.

- Own and lead the delivery of accurate forecasts and sales stage progression through disciplined use of MEDDICC by all team members.

- Closely partner with AVP, GTM and other functional leaders included but not limited to marketing, HR, finance, revenue operations, legal, to ensure business objectives and strategies are achieved.

Education & Experience

- BS/BA degree or equivalent related experience

- 8+ years experience in partner/channel ecosystem

- 2+ yearsexperience as a people manager

Compensation

The target salary range for this position is 333,540 - 431,640 CAD. 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 (PTO), 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.

At NetApp, we embrace a hybrid working environment designed to strengthen connection, collaboration, and culture for all employees. This means that most roles will have some level of in-office and/or in-person expectations, which will be shared during the recruitment process.

Equal Opportunity Employer

NetApp is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination based on age, race, color, gender, sexual orientation, gender identity, national origin, religion, disability or genetic information, pregnancy, protected veteran status, and any other protected classification.

Why NetApp?

We are all about helping customers turn challenges into business opportunity. It starts with bringing new thinking to age-old problems, like how to use data most effectively to run better - but also to innovate. We tailor our approach to the customer's unique needs with a combination of fresh thinking and proven approaches.

We enable a healthy work-life balance. Our volunteer time off program is best in class, offering employees 40 hours of paid time per year to volunteer with their favorite organizations. We provide comprehensive medical, dental, wellness, and vision plans for you and your family. We offer educational assistance, legal services, and access to discounts. Finally, we provide financial savings programs to help you plan for your future.

If you want to help us build knowledge and solve big problems, let's talk.

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