GSI and MSP/SP Sales Excellence Program Manager

NetApp, Inc.•Durham, NC

4d•$170,000 - $220,000

About The Position

The GSI and MSP/SP Sales Excellence Program Manager is a senior individual contributor who sets the standard for sales execution across NetApp’s Global Systems Integrator (GSI), Managed Service Provider (MSP), and Service Provider (SP) ecosystem. Working across Commercial, Partners & Ecosystems (CPE) with Sales, Marketing, Finance, Revenue Operations, Revenue Enablement, Alliances, and Area Partner Leaders, the role supports the global partner strategy by turning it into consistent field execution, scalable sales best practices, and measurable co-sell and as-a-service growth across regions. The role leads multi-region sales excellence programs and partner operations, translates partner strategy into field programs, and drives adoption of playbooks and execution standards. It oversees business rhythms, contract and accreditation tracking, seller community engagement, co-sell execution, joint content, and partner business intelligence. Success is measured by program delivery, field adoption, co-sell and business growth, operational rigor, content impact, and reporting quality.

Requirements

Bachelor’s degree or equivalent experience.
12 or more years of experience in sales excellence, sales or partner operations, channel, or program management, including significant experience with GSI or MSP/SP business models.
Track record of defining sales best practices and leading complex, multi-region, cross-functional initiatives that improved sales execution without direct authority.
Experience leading seller or partner communities and tracking and reporting on account interlock, co-sell activity, and wins.
Deep understanding of services-led selling, practice development, as-a-service and consumption-based offerings, and co-sell motions.
Advanced analytical skills, with experience building sales KPIs, performance frameworks, and executive reporting.
Executive-level communication and influence, with experience advising senior leaders and building alignment across functions and regions.
Experience managing partner operations that require contract/addendum tracking, accreditation readiness, content governance, reporting rigor, and coordinated communications across internal and partner stakeholders.

Nice To Haves

MBA or advanced degree.
Experience in enterprise technology or cloud services, including hyperscaler or cloud marketplace routes to market.
Working knowledge of Salesforce, Power BI, and AI-enabled sales workflows.

Responsibilities

Lead multi-region GSI and MSP/SP sales excellence programs, defining workstreams, milestones, governance, and decision rights.
Develop and drive adoption of sales best practices, playbooks, and execution standards across regions and functions.
Serve as the GSI and MSP/SP subject matter expert, advising leaders and mentoring program managers and field teams.
Own end-to-end GSI program operations, including tracking, reporting, accreditation notifications, and readiness follow-through for priority partners such as DXC, Capgemini, and TCS.
Translate NetApp’s global partner strategy into field programs spanning onboarding, activation, co-sell, and expansion.
Apply segmentation and coverage models to focus sales effort on highest-potential GSIs, MSPs, and SPs.
Operationalize GSI joint solution and MSP/SP consumption engagement models to grow partner-sourced and partner-influenced pipeline.
Lead the GSI and MSP/SP rhythm of business, including business planning, QBRs, KPI inspection, and decision tracking.
Drive Partner Sphere Addendum and contract tracking, ensuring timely review, updates, notifications, and stakeholder coordination.
Track accreditations and readiness milestones, notifying partners and internal teams of gaps and required actions.
Define tool, automation, and AI-enabled workflow requirements; develop field guides that improve execution consistency.
Build and lead the GSI and MSP/SP seller field community through calls, communications, and recognition programs.
Track co-sell engagement, account interlock, joint opportunities, and pipeline progression between NetApp and partner field teams.
Lead GSI co-development efforts, including joint playbooks, cloud design workshops, solution briefs, and repeatable field motions.
Own the joint success story program and coordinate creation of newsletters, enablement materials, and partner-facing content.
Define GSI and MSP/SP KPIs, scorecards, and dashboards covering pipeline, consumption, and recurring revenue.
Assess performance drivers, shape QBR and executive narratives, and recommend execution improvements.
Partner with Revenue Operations and Finance on data quality, KPI governance, and partner influence attribution.
Own HG Insights reporting to support account prioritization, opportunity identification, and GSI coverage decisions.