Job Summary

The Director, Area Partner Leader manages a dynamic group of field resources responsible for driving sales execution and advancing corporate strategy within their respective area, covering 16 diverse countries. This role requires someone with a strong multicultural background who can navigate the complexities of managing a channel ecosystem across multiple countries. Close collaboration with local general managers and channel managers is essential for success. As our channel partners become increasingly involved in the commercial segment, we are seeking someone who brings both direct sales and channel management experience to the table, enabling them to support partners in closing deals and implementing impactful sales initiatives.

Role Responsibilities

• Establish thought leadership in the local area and implement worldwide partner strategy with a deep understanding of multicultural nuances.
• Lead a highly productive team, engaging with partners across 16 countries to ensure consistent execution and alignment.
• Develop strong and influential relationships with executive and senior leaders among partners, as well as with local general managers and channel managers.
• Coordinate relationships between NetApp and partner executives across sales, technical, practice, and service line leaders, ensuring strategic alignment and achievement of outcomes.
• Create and drive a synergistic multi-year go-to-market strategy and execution plan tailored to a multicultural landscape.
• Identify, launch, and manage programs specific to partner business models, supporting our partners’ unique needs in each country.
• Promote awareness and adoption of worldwide partner programs, incentive models, and investment opportunities.
• Oversee and approve all Joint Business Plans with managed partners, ensuring local needs and opportunities are addressed.
• Drive awareness of partner differentiation within the NetApp and partner ecosystem.
• Manage activation activities within the area’s partner ecosystem, fostering collaboration and strong results.
• Ensure the implementation and execution of the global strategy within the area, leveraging data intelligence and regional insights.
• Serve as the voice of the partner back to NetApp, driving continuous improvement through effective feedback mechanisms.
• Communicate wins and successes, capture long-term business outcomes, and proactively seek support when needed.
• Be an integral part of the area leadership team, collaborating closely with local leaders.

Role Requirements

• Proven partner leadership experience and a strong understanding of area-specific needs, especially within a multicultural context.
• Demonstrated experience managing a channel ecosystem across multiple countries, with a firm grasp of partner business models, competitive landscape, and industry trends.
• A track record of success in direct sales, supporting partners in closing deals and executing sales initiatives.
• Ability to build relationships and communicate effectively at all levels within partner organizations, including executive management.
• Strong collaboration skills, working seamlessly with local general managers and channel managers, as well as with cross-functional teams.