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Job Summary

About Us:

NetApp is a global leader in cloud data services, empowering businesses to manage and move their data across hybrid multi-cloud environments seamlessly. We are focused on enabling our partners and customers to drive better performance, agility, and scalability using cloud technologies. This role offers a unique opportunity to work with Google Cloud and accelerate the adoption of NetApp solutions within the Google ecosystem.

Job Overview:

The Google Cloud Partner Business Development Manager will be responsible for driving pipeline and revenue growth through strategic partnerships with consulting partners across the Google Cloud ecosystem. The role will represent the entirety of the NetApp Cloud portfolio, including NetApp’s 1P service Google Cloud NetApp Volumes (GCNV) and NetApp’s 3P cloud software offerings sold in the Google Marketplace.

The ideal candidate will have deep experience in working with cloud technologies and working on joint GTM and Co-selling with Google Cloud, ideally around large data, application, and workload migrations. In this role, you will work closely with consulting partners that help customers migrate their complex workloads to the cloud, ensuring that NetApp’s cloud storage & intelligent data services are an integral part of partner migration and modernization practices.

The ideal locations for this role are proximate to NetApp offices in the Raleigh, NC area (RTP), Boulder, CO, or San Jose, CA.

Job Requirements

• Develop and manage relationships with key consulting partners within Google Cloud’s RaMP program.
• Serve as the primary point of contact for a named set of partners, providing expertise on NetApp solutions and their integration within the cloud ecosystem.
• Enable and empower partners to deliver positive customer outcomes by deploying NetApp solutions across their Google Cloud environments.
• Work collaboratively with cloud partners and NetApp Cloud Sales leadership to develop a pipeline of opportunities for Google Cloud NetApp Volumes, and/or NetApp 3P cloud software offerings available through the Google Marketplace.
• Drive strategic initiatives to ensure the alignment of partner solutions with NetApp’s cloud offerings, resulting in increased sales and cloud consumption.
• Identify, qualify, and close revenue-generating opportunities in collaboration with cloud partners and their customers.
• Collaborate with NetApp’s sales and marketing teams to create and execute go-to-market strategies that resonate with the consulting partners in your portfolio and their customers.
• Develop joint value propositions with partners that address the needs of customers undergoing large data, application, and workload migrations to the cloud.
• Leverage Google Cloud’s RaMP program 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.
• Stay abreast of industry trends and the competitive landscape within Google Cloud, AWS, and Azure ecosystems.
• Provide actionable insights to NetApp leadership regarding market opportunities, competitor activities, and evolving partner dynamics.
• Deliver training and enablement programs to consulting partners on how to best position and sell NetApp solutions in the context of cloud migrations and modernizations.
• Support the creation of partner-facing resources that simplify and accelerate the sales process for cloud migrations with NetApp solutions.

Education

• 10+ years of experience in business development or partner management, with a strong preference for candidates that have worked at Google Cloud and/or a consulting partner or GSI within the Google Cloud 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 the Google Cloud ISV & consulting partner ecosystems and an operational understanding of relevant programs (e.g. Google Cloud RAMP).
• Strong understanding of cloud data storage, compute, and other solutions.
• Familiarity with cloud migration, hybrid cloud architecture, cloud storage, and data management technologies.
• Ability to articulate technical and business benefits of NetApp’s cloud offerings to both technical and business stakeholders.
• 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.
• Bachelor’s degree in Business, Computer Science, Engineering, or related field (preferred).