GSI Partner Technical Lead

NetApp, Inc.

About The Position

The Partner Technical Lead (PTL) for GSI role is the technical lead for the assigned partners or region. They engage with the Partner Ecosystem to build technical competencies, develop and execute technical enablement plans, and support sales cycles by providing deep technical expertise. Working in collaboration with the entire Partner team, they will be responsible for understanding the long-term vision, business challenges, how NetApp’s portfolio can play a part, and will own the technical aspects of the development plan. This role will deliver technical solutions that drive NetApp products, solutions, and services inclusion in Partner-led opportunities.Partner Development Responsibilities Build relationships with partner technical teams across different levels while understanding their capabilities and goals Align and execute the technical aspect of joint business plans with partner management and partner teams Develop joint solutions with products and services Deliver NDA content, drive conference participation Promote partner capabilities within NetApp aligned with NetApp’s product priorities Activate partner sales force with the latest NetApp solutions Maintain relationships with NetApp’s technical leadership Coordinate partner enablement plans for certifications and competencies Technical enablement plan creation and metrics tracking Competitive awareness (Pure, Dell EMC, HPE, Vast, Nutanix) Ability to run meetings independently and conduct one-to-many enablement sessions Co-Selling Responsibilities Support partners in identifying NetApp opportunities Assist NetApp sellers in identifying opportunities for partner offerings Contribute to pipeline-generating activities focused on partner-originated pipeline Proactively find, qualify, and develop new collaborative opportunities Facilitate collaboration between NetApp and partner teams for joint account mapping and pursuit planning Support partner teams with complex sales cycles while transferring knowledge Customer engagement expectations (visits, feedback loops) Alliance partner relationship building Thought leadership (blogs, white papers, LinkedIn) Map portfolio feature and functionality to partner business growth, such as services, consulting, and design in solutions Foster a strong preference for NetApp technologies among partner technical roles, making NetApp the default solution recommended by PTL-supported resources

Requirements

Typically requires a minimum of 8 years of related experience with a Bachelor’s degree, or equivalent work experience.
Proven experience with Global Systems Integrators, including a deep understanding of their business models, market position, and role within NetApp and the industry
Proactive "hunting mentality" to identify and pursue new business opportunities that drive growth and expand market presence
Ability to develop and lead technical strategy for Strategic GSI Partners, thinking strategically to set goals and objectives for the partnership
Technical expertise in network-server-storage, cloud, relevant workloads, enterprise storage/server, and business continuity
Strong communication skills across various personas and organizational levels within partner organizations
Sales acumen with insight into sales processes, motivators for sales professionals (internal and external), and competitive partner programs
Skilled negotiator capable of resolving complex situations while maintaining positive relationships
Collaborative self-starter who works effectively with cross-functional teams and builds personal relationships independently
Pre-sales experience, including responding to RFP technical sections, product configurations and sizing, demonstrations, proof of concepts, and technical feasibility assessments

Responsibilities

Build relationships with partner technical teams across different levels while understanding their capabilities and goals
Align and execute the technical aspect of joint business plans with partner management and partner teams
Develop joint solutions with products and services
Deliver NDA content, drive conference participation
Promote partner capabilities within NetApp aligned with NetApp’s product priorities
Activate partner sales force with the latest NetApp solutions
Maintain relationships with NetApp’s technical leadership
Coordinate partner enablement plans for certifications and competencies
Technical enablement plan creation and metrics tracking
Competitive awareness (Pure, Dell EMC, HPE, Vast, Nutanix)
Ability to run meetings independently and conduct one-to-many enablement sessions
Support partners in identifying NetApp opportunities
Assist NetApp sellers in identifying opportunities for partner offerings
Contribute to pipeline-generating activities focused on partner-originated pipeline
Proactively find, qualify, and develop new collaborative opportunities
Facilitate collaboration between NetApp and partner teams for joint account mapping and pursuit planning
Support partner teams with complex sales cycles while transferring knowledge
Customer engagement expectations (visits, feedback loops)
Alliance partner relationship building
Thought leadership (blogs, white papers, LinkedIn)
Map portfolio feature and functionality to partner business growth, such as services, consulting, and design in solutions
Foster a strong preference for NetApp technologies among partner technical roles, making NetApp the default solution recommended by PTL-supported resources