Marketplace Channels Lead | Marketplace Center of Excellence (CoE)
About The Position
The Marketplace Channels Lead is a key member of NetApp’s Marketplace Center of Excellence (CoE), within the H/S Alliances & Ecosystem BD team in the Commercial, Partners, Ecosystem organization. The CoE is a consulting and strategy organization driving NetApp’s transition to hyperscaler marketplaces as the primary route to market for third-party cloud software products, including CVO, Premium Data Services, Data Infrastructure Insights (DII), and Instaclustr. Its mission includes promoting marketplace sales and operational excellence, transitioning existing BYOL business to marketplace, advising on marketplace sales strategy, contributing to training and enablement, and scaling marketplace business through channel and consulting partners. Reporting to the Global Head of the Marketplace Center of Excellence, the Marketplace Channels Lead leads the CoE’s partners and channels function. The role works closely with hyperscalers, distributors, marketplace reselling partners, and internal NetApp collaborators. It maintains expertise in the evolving hyperscaler marketplace channel ecosystem, including its technical innovations and programs, and applies that knowledge to grow third-party software revenue through partners. The role requires strategic knowledge of how AWS, Google Cloud, and Microsoft Azure marketplaces serve ISVs, reselling partners, and distributors; expertise in hyperscaler channel and consulting partner go-to-market strategies and partner incentive programs; and the ability to work effectively across NetApp organizations in support of cloud and partner goals. The Marketplace Channels Lead and the wider CoE team serve as a collaboration and execution hub for stakeholders across NetApp, coordinating marketplace connections and collaboration.
Requirements
- Advanced experience working on hyperscaler marketplace business within an ISV or at AWS, Google Cloud, or Microsoft.
- Advanced experience working with channel partners that resell ISV offerings through hyperscaler marketplaces.
- Experience working in an overlay capacity supporting high-performing, quota-carrying cloud partner management and sales teams.
- Exceptional verbal and written communication skills, including presentation skills, and demonstrated ability to communicate complex ideas and plans through written narratives and PowerPoint presentations.
- Demonstrated ability to collaborate with functional peers across multiple organizations and functions.
- Advanced problem-solving capabilities.
- Curiosity, initiative, and comfort handling work ranging from executive-level presentations and interactions to detailed and routine tasks.
- At least 8 years of professional experience, preferably in an enterprise technology organization.
- Understanding of hyperscaler go-to-market strategies, marketplaces, ISV partnerships, channel ecosystems, joint go-to-market approaches, and related personas.
- A Bachelor of Arts or Science degree, or equivalent professional experience.
Nice To Haves
- Experience in the hyperscaler marketplace distribution ecosystem is strongly preferred.
- Experience at AWS, Google Cloud, or Microsoft; at an ISV in their marketplace ecosystem; or at a top-performing reseller of hyperscaler marketplace offerings is strongly preferred.
- Professional experience in an enterprise technology organization is preferred.
Responsibilities
- Develop and maintain expertise in AWS CPPO, DSOR and other programs; Google Cloud Partner Advantage and MCPO; and Microsoft Azure marketplace and related programs, including MPO, CSP, REO, and MCA.
- Collaborate with NetApp sales, partner management, technical, operations, and enablement teams to align NetApp’s third-party marketplace business with the channel.
- Work with NetApp hyperscaler alliance teams, Marketplace Operations, and external hyperscaler marketplace organizations to align NetApp programs and processes with current channel programs and functionality.
- Collaborate with Marketplace CoE members to improve partner marketplace sales excellence, including developing processes, programs, tools, training, and enablement materials.
- Consult for the Cloud Partner BD team, CPE stakeholders, Revenue Enablement, and NetApp Hybrid Field Partner Managers to accelerate revenue through hyperscaler marketplaces via reseller channels and partners.
- Coordinate NetApp marketplace connections and collaboration across the Cloud Partner BD team; hyperscaler alliances, sales, and solutions architect leadership; Marketplace Business Operations; Revenue Operations; Product; Business Desk; NetApp Revenue Enablement; and CPE leadership, including Commercial and Distribution.
- Apply marketplace channel ecosystem knowledge to grow third-party software revenue through partners.
Benefits
- Health insurance
- Life insurance
- Retirement or pension plans
- Paid time off
- Leave options
- Performance-based incentives
- Employee stock purchase plan
- Restricted stock units (RSUs)
- Comprehensive benefits package, subject to regional variations and local laws, regulations, and company policies
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What This Job Offers
Job Type
Full-time
Career Level
Senior
