Partner Technical Lead - NetApp

MarketStar•Ogden, UT

5d•Remote

About The Position

The Partner Technical Lead (PTL) serves as the primary technical lead for assigned partners and/or regions supporting Federal and SLED customers. Working in close collaboration with NetApp Partner, Sales, and Technical teams, this role is responsible for understanding partner capabilities, long-term strategy, and public-sector customer challenges, and for aligning NetApp’s portfolio to meet those needs. The PTL owns the technical aspects of partner development and enablement, delivers joint technical solutions, and supports partner-led and co-sell opportunities throughout the full sales lifecycle. This role requires strong technical breadth, the ability to navigate complex public-sector sales motions, and comfort engaging with partners, sellers, and customers in both virtual and in-person settings. The role is territory-aligned and may require the ability to travel to partner locations, customer sites, and industry events from time to time.

Requirements

1–3+ years of experience in a technical, sales, or partner-facing role within Federal and/or SLED environments.
Experience working with VARs, resellers, integrators, or channel partners preferred.
Degree in Computer Science, Information Technology, Engineering, or equivalent practical experience.
Foundational understanding of public-sector considerations such as compliance-driven environments, long procurement cycles, and solution validation.
Strong presentation, written, and verbal communication skills.
Proven ability to work with large groups, influence outcomes, and support complex sales pursuits.
Ability and willingness to travel to partner offices, customer sites, and industry events if needed.
Demonstrated ability to proactively identify and pursue new business opportunities with a strong “hunting mentality.”
Technical knowledge of storage, compute, networking, virtualization, cloud, and hybrid-cloud environments, with relevance to public-sector workloads.
Strong communication and interpersonal skills across diverse personas, including partner executives, technical teams, sellers, and customers.
Understanding of partner business models, public-sector markets, and the role of partners within NetApp’s ecosystem.
Insight into sales processes and motivators for both internal and partner sales teams.
Ability to break down complex technical concepts into clear, business-relevant messaging.
Skilled in navigating and resolving complex technical and business situations while maintaining strong relationships.
Collaborative, cross-functional mindset with the ability to influence without authority.
Strategic thinker capable of setting and executing objectives for long-term partner success.

Responsibilities

Build and maintain strong relationships with partner technical teams at multiple levels, understanding their capabilities, goals, and public-sector focus.
Align and execute the technical aspects of joint business and partner development plans.
Develop and position joint solutions leveraging NetApp products and services to address FED and SLED use cases.
Deliver NDA and enablement content; support partner participation in conferences, briefings, and public-sector events.
Promote partner technical capabilities within NetApp, aligned to NetApp product and solution priorities.
Enable and activate partner sales and technical teams with the latest NetApp solutions, architectures, and messaging.
Coordinate partner technical enablement plans, including certifications, competencies, and readiness for public-sector opportunities.
Maintain strong relationships with NetApp technical leadership, Solutions Architects, and subject matter experts.
Support partners in identifying and qualifying NetApp opportunities within Federal and SLED accounts.
Assist NetApp sellers in identifying and positioning partner offerings as part of integrated account strategies.
Contribute to pipeline generation activities focused on partner originated and partner influenced pipeline.
Proactively identify, qualify, and develop new collaborative opportunities with partners.
Facilitate joint account mapping, pursuit planning, and technical strategy sessions between NetApp and partner teams.
Support partners through complex, long-cycle public-sector sales motions, transferring knowledge and technical expertise as needed.
Help drive incremental partner influenced bookings across land and expand opportunities.