Global Head, Oracle Cloud Infrastructure Alliance & Ecosystem Business Development
About The Position
As Global Head of the Oracle Cloud Infrastructure (OCI) Alliance & Ecosystem Business Development team, you will build and lead an international team responsible for NetApp’s global OCI alliance and ecosystem, driving joint go-to-market (GTM) for NetApp cloud software offerings on OCI. The team supports growth of the jointly developed Oracle Cloud Infrastructure NetApp Storage Service (OCINSS) through joint GTM, co-selling, and revenue growth. This strategic leadership role is part of the Hyperscaler Alliances & Marketplaces leadership team and reports to the Senior Director of H/S Alliances & Ecosystem BD. You will establish objectives and strategies that build OCI mindshare and trust, sales pipeline, and OCINSS revenue. The role requires regular coordination with OCI and NetApp sales, product, and marketing leadership, as well as collaboration across NetApp executive, sales, product, marketing, CPE, and operations organizations. You will also coordinate GTM efforts among OCI, NetApp, and their shared ISV, GSI, MSP, and systems integrator partner ecosystem. The role is responsible for strategy, performance goals and KPIs, sales and co-selling excellence, personnel development, and management of team results, costs, methods, and staffing. The successful candidate will bring extensive OCI business development and strategic partnership expertise, strong executive communication and relationship-building skills, and a record of leading international professional teams.
Requirements
- At least 12 years of business development and/or strategic partnership experience.
- At least 8 years of people management experience.
- Professional experience at OCI and/or experience leading a strategic ISV partnership with OCI; experience in both is preferred.
- Bachelor of Arts or Science degree, or equivalent professional experience.
- Deep experience in OCI Alliances, Product, Partner, or related organizations, and/or as an Alliance and Business Development leader for an OCI ISV partner.
- Exceptional verbal and written communication and presentation skills, including the ability to convey complex ideas and plans through written narratives and PowerPoint presentations.
- Demonstrated use of AI-powered tools across GTM functions—including marketing, sales, customer success, and revenue operations—to improve targeting, automate workflows, generate insights, and produce measurable business outcomes.
- Excellent strategic partnership building, management, and negotiation skills, with a proven track record.
- Experience developing, managing, and executing internal GTM plans and plans with OCI and leading OCI consulting and resale partners.
- Experience selling first-party and third-party technology solutions on OCI and supporting co-sell motions with OCI and/or partner sellers.
- Ability to collaborate with functional peers across multiple NetApp organizations.
- Strong understanding of storage, cloud operations, AI, DevOps technologies, and competitive market offerings.
- Ability to explain information clearly and provide analysis for strategic and investment decisions.
- Understanding of how technology products and solutions address business problems.
- Demonstrated experience working with Sales, Product, Marketing, and Operations organizations in a large international enterprise technology company.
- Successful track record managing an international team of professional-level employees.
- Strategic mindset, executive presence, inclusive leadership style, and strong relationship- and consensus-building skills.
Nice To Haves
- Experience both working professionally at OCI and leading a strategic ISV partnership with OCI.
Responsibilities
- Build and lead an international team managing NetApp’s global OCI alliance and ecosystem.
- Drive joint go-to-market, co-selling, and revenue growth for NetApp cloud software offerings on OCI, including OCINSS.
- Work with OCI Sales Specialist leadership and CSA organizations to create annual, quarterly, and monthly plans for GTM orchestration, industry- and workload-specific business development, relationship development, and partner-to-partner enablement.
- Participate in strategic planning with peers in OCI Product, Sales, Sales Strategy & Operations, Partner Programs, and technical business development.
- Communicate corporate strategy to employees within the function.
- Establish short- and long-term goals and performance metrics aligned with corporate objectives.
- Review management plans regularly with Executive Management.
- Select, develop, and evaluate personnel to meet departmental goals.
- Take responsibility for results, including costs, methods, and staffing.
- Coordinate regular annual, quarterly, and monthly work cadences with OCI and NetApp sales, product, and marketing leadership.
- Build strategies and set goals and KPIs; drive sales and co-selling excellence and maintain performance measurement and management standards.
- Collaborate across NetApp executive, sales, product, marketing, CPE, and operations organizations.
- Maintain an SLA for managing NetApp connections and collaboration orchestration with OCI counterparts.
- Coordinate GTM efforts with NetApp partner sales and program leadership and the shared ecosystem of ISV, GSI, MSP, and systems integrator partners.
- Provide analysis and information to support NetApp strategic and investment decisions.
- Drive strategy decisions, process changes, and business initiatives.
Benefits
- Comprehensive benefits package, which may include health insurance, life insurance, retirement or pension plans, paid time off, leave options, employee stock purchase plan, and restricted stock units (RSUs); offerings vary by region and are subject to local laws, regulations, and company policies.
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What This Job Offers
Job Type
Full-time
Career Level
Executive
