Marketplace Channels Lead | Marketplace Center of Excellence (CoE)

NetApp•San Jose, NC

About The Position

The Marketplace Channels Lead is a key member of NetApp’s Marketplace Center of Excellence (CoE), part of the H/S Alliances & Ecosystem BD team within the Commercial, Partners, Ecosystem organization. The CoE is a consulting and strategy organization focused on making hyperscaler marketplaces a primary route to market for NetApp’s 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 requires maintaining subject matter expertise on the evolution of the hyperscaler marketplace channel ecosystem, including its technical innovations and programs, and applying that knowledge across NetApp to grow third-party software revenue through partners. The role calls for a strategic mindset, detailed knowledge of how AWS, Google Cloud, and Microsoft Azure marketplaces operate for ISVs, reselling partners, and distributors, and expertise in hyperscaler channel and consulting partner go-to-market approaches and partner incentive programs. The Marketplace Channels Lead also serves as a consultant to cloud partner business development, CPE stakeholders, Revenue Enablement, and NetApp Hybrid Field Partner Managers, and acts as a collaboration and execution hub for stakeholders across NetApp.

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; ability to communicate complex ideas and plans in written narratives and PowerPoint presentations.
Demonstrated ability to collaborate with functional peers across multiple organizations and functions.
Advanced problem-solving capabilities.
Curious, proactive self-starter comfortable with executive-level presentations and interactions as well as detailed and routine tasks.
At least 8 years of professional experience, preferably in an enterprise technology organization.
Understanding of hyperscaler go-to-market, marketplaces, ISV partnerships, channel ecosystems, joint go-to-market, and associated personas.
Bachelor of Arts or Bachelor of Science degree, or equivalent professional experience.

Nice To Haves

Experience within the hyperscaler marketplace-distribution ecosystem.
Experience at AWS, Google Cloud, or Microsoft; at an ISV in their marketplace ecosystem; or at a high-performing channel reseller of hyperscaler marketplace offerings.

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 the company’s third-party marketplace business with its channel.
Work with NetApp hyperscaler alliance teams, Marketplace Operations, and external hyperscaler marketplace organizations to align NetApp programs and processes with current hyperscaler channel programs and functionality.
Work with the Marketplace CoE team 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 connections and collaboration across NetApp stakeholders, including Cloud Partner BD, hyperscaler alliances, hyperscaler sales and solutions architecture leadership, Marketplace Business Operations, Revenue Operations, Product Business Desk, NetApp Revenue Enablement, and CPE leadership in Commercial and Distribution.
Apply marketplace ecosystem knowledge across NetApp to grow third-party software revenue through partners.