Partner Business Development Manager, Keystone

About NetApp We’re forward-thinking technology people with heart. We make our own rules, drive our own opportunities, and try to approach every challenge with fresh eyes. Of course, we can’t do it alone. We know when to ask for help, collaborate with others, and partner with smart people. We embrace diversity and openness because it’s in our DNA. We push limits and reward great ideas. What is your great idea? "At NetApp, we fully embrace and advance a diverse, inclusive global workforce with a culture of belonging that leverages the backgrounds and perspectives of all employees, customers, partners, and communities to foster a higher performing organization." -George Kurian, CEO Summary NetApp is looking for a superstar Partner Business Development Manager to drive growth in its Keystone offering, NetApp’s Storage-as-a-Service solution. Keystone is a pay-as-you-grow, subscription-based service that delivers a seamless hybrid cloud experience for customers who prefer an OpEx consumption model over a CapEx or leasing model. By removing the IT burdens of managing storage infrastructures, customers can better align storage costs to business needs, accelerate time to value, and focus on core business operations by managing outcomes. This is an opportunity to be a part of a rapidly growing, agile, start-up minded team, focused on driving growth across both NetApp’s existing customer base and new customers. We expect Keystone to be the cornerstone of growth in our Hybrid-Cloud business moving forward. **Job Description**: The Partner Development Manager is responsible for seeking and exploring new opportunities with NetApp’s partner community. In your role, you will lead partner engagements and be responsible for articulating the value of a pay-as-you-grow managed service model that bridges the customer’s journey into the cloud. You will build and maintain relationships with strategic NetApp partners in your assigned territory, helping them understand the Keystone offering so they are able to assist in identifying new opportunities in their customer base. To ensure your success, you need to be an ambitious, confident, and self-motivated individual, with previous business development or partner management experience. You need to be passionate about innovative technology, modern pay-as-you-go commercial models and articulating value to partners, customers, and prospects. Job Responsibilities - As the Partner Development Manager (PDM), you will own the engagement with partners for our Asia Pacific business - You will develop partner-specific strategies and work with executives of the companies and their NetApp Partner Manager to execute the strategies. - Work with the Aisa Pacific Partner leadership team to identify a portfolio of strategic partners and to create annual plans to drive the business - Build executive and business partner relationships; build trust with NetApp partner managers and relevant stakeholders within the NetApp field sales teams - Lead joint business development planning processes with partners that develop mutual performance objectives, goals, and critical milestones - You will establish performance metrics, partner success KPIs, reporting, and funnel management with regular internal and external reviews of established goals - Identify & communicate new partnership opportunities internally and externally - Serve as an evangelist for Keystone within NetApp, and externally Minimum Requirements - 7+ years of business development or partner management experience with technology services partners, including managing enterprise sales cycles and partnership scenarios. - Proficient grasp of positioning the value of different consumption models to partners and enterprise customers, outlining how they can capture additional benefit by adjusting their purchase model (OpEx vs CapEx). - Solid understanding of the as-a-service market landscape and the management services specifics. Ability to position the NetApp advantage with partners and customers. - Experience working with C-level executives and partners, internally and externally - Have an in-depth understanding of structuring, launching, and managing successful revenue-driving partner relationships - Highly collaborative with strong project and program management skills - A knack for driving cross-functional initiatives and a track-record of outperforming targets - Excellent communication and presentation skills, with the ability to communicate technical value into business benefit Did you know Why NetApp? In a world full of generalists, NetApp is a specialist. No one knows how to elevate the world’s biggest clouds like NetApp. We are data-driven and empowered to innovate. Trust, integrity, and teamwork all combine to make a difference for our customers, partners, and communities. We expect a healthy work-life balance. Our volunteer time off program is best in class, offering employees 40 hours of paid time off per year to