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Director

Director, Area Partner Leader

NetApp Excellerator·Posted 3 days ago

Location

All India, Bangalore

Experience

20–24 years

Required Skills

Channel SalesAccount SegmentationPartner Ecosystem DynamicsEnterprise Sales CyclesGotoMarket StrategiesData Center TechnologiesData Storage Market Landscape

About the Role

As the Director Channel & Alliances for the India/SAARC region at NetApp, your primary responsibility is to drive the Channel strategy, partner ecosystem development, and partner-led revenue generation. You will work towards strengthening existing partnerships, onboarding new partners, expanding market coverage, and executing strategic initiatives to achieve business targets. Collaboration with Sales, Marketing, and functional teams is essential to build high-value partner propositions and accelerate growth across the region.

Key Responsibilities: - Develop and manage a high-performing Channel ecosystem aligned with business goals in India/SAARC. - Expand Channel footprint by identifying, contracting, and enabling new partners. - Create and execute strategic partner business plans for market penetration and growth.

  • • Define and implement Channel sales strategies in close collaboration with Sales leadership.

  • • Drive joint business development initiatives with selected partners to accelerate revenue.

  • • Ensure consistent GTM execution, pipeline visibility, and account mapping between Channel and sales teams.

  • • Meet and exceed monthly, quarterly, and annual revenue targets.

  • • Build strong, trusted relationships with Channel partners to enable recurring revenue streams.

  • • Oversee partner recruitment, onboarding, and ongoing performance management.

  • • Collaborate with Field Marketing to design and execute impactful partner communication and demand-generation campaigns.

  • • Utilize existing sales tools and co-develop new solutions with marketing teams.

  • • Share and implement best practices across sales and marketing teams.

  • • Represent NetApp at Channel events, industry forums, and partner marketing programs.

  • • Stay aligned with emerging technology trends and competitive landscape across data center and storage markets.

    • Qualifications Required: - Strong understanding of Channel Sales, partner ecosystem dynamics, and enterprise sales cycles.

  • • Excellent verbal, written, presentation, and negotiation skills.

  • • Ability to influence senior stakeholders and manage complex partner relationships.

  • • High energy, ability to multi-task, and thrive in a fast-paced environment.

  • • Solid understanding of go-to-market strategies, account segmentation, and partner programs.

  • • Exposure to large-scale distributed technologies and enterprise IT environments.

  • • Minimum 20 years of relevant experience in Channel Leadership or related functions.

  • • Bachelor's degree required; Engineering + MBA preferred.

  • • Strong understanding of data center technologies and the data storage market landscape.

  • • Ability to travel extensively within India/SAARC and occasionally to international locations (e.g., USA, Singapore).

    • At NetApp, you will embrace a hybrid working environment designed to strengthen connection, collaboration, and culture for all employees. You will be part of an Equal Opportunity Employer committed to Equal Employment Opportunity (EEO) and compliance with anti-discrimination laws.

    NetApp is the trusted partner for organizations transforming data into opportunity. We celebrate mold breakers, bold thinkers, and problem solvers. At NetApp, differences are welcomed and drive everything we do. If you are ready to innovate, rise to the challenge, and own every moment, make your next move your best one. Apply now. As the Director Channel & Alliances for the India/SAARC region at NetApp, your primary responsibility is to drive the Channel strategy, partner ecosystem development, and partner-led revenue generation. You will work towards strengthening existing partnerships, onboarding new partners, expanding market coverage, and executing strategic initiatives to achieve business targets. Collaboration with Sales, Marketing, and functional teams is essential to build high-value partner propositions and accelerate growth across the region.

    Key Responsibilities:

  • • Develop and manage a high-performing Channel ecosystem aligned with business goals in India/SAARC.

  • • Expand Channel footprint by identifying, contracting, and enabling new partners.

  • • Create and execute strategic partner business plans for market penetration and growth.

  • • Define and implement Channel sales strategies in close collaboration with Sales leadership.

  • • Drive joint business development initiatives with selected partners to accelerate revenue.

  • • Ensure consistent GTM execution, pipeline visibility, and account mapping between Channel and sales teams.

  • • Meet and exceed monthly, quarterly, and annual revenue targets.

  • • Build strong, trusted relationships with Channel partners to enable recurring revenue streams.

  • • Oversee partner recruitment, onboarding, and ongoing performance management.

  • • Collaborate with Field Marketing to design and execute impactful partner communication and demand-generation campaigns.

  • • Utilize existing sales tools and co-develop new solutions with marketing teams.

  • • Share and implement best practices across sales and marketing teams.

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