OVERVIEW

At NetApp, we have a history of helping customers turn challenges into business opportunities. As part of our sales organization, your role will require a strategic blend of technical acumen and charismatic client engagement, ensuring that every partnership is nurtured towards it maximum potential. As a pivotal link between NetApp and our clients, your contributions will directly influence the growth and direction of our department, making a lasting impact on the organization’s success. This is more than a job—it’s a chance to be part of a team that values innovation, supports professional growth, and celebrates shared victories.

JOB SUMMARY

We are seeking a dynamic and results-oriented Leader to manage and drive Partner business for NetApp in Canada. This is a pivotal role responsible for revenue generation through Channel Partners, building strong strategic alliances and establishing NetApp as market leader in Canada. The ideal candidate will possess a deep understanding of Canada’s Partner eco-system, a proven track record in building and leading high-performing channel teams, with an established network of executive relationships with customers, key industry partners, as well as top talent.

JOB REQUIREMENTS

• Consistent track record of overachievement in a Partner/channel leadership role and a minimum of 10-year people management experience in the technology industry.
• Prior experience in managing and driving high performance channel teams and strong partnership with the Canadian channel & SI community.
• Excellent verbal and written communications skills along with strong leadership and influencing skills.
• Ability to travel within assigned region, working closely with District Managers, Sales Representatives, and channel partners. Occasional travel outside of the region is required.
• Demonstrate a strong understanding of data infrastructure storage technologies, partner eco system and competitive landscape in Canada.
• Experience with target account selling, solution selling, and/or consultative sales techniques.
• Creative approach to problem solving and experience with developing budgets and predicting project costs.

EDUCATION AND EXPERIENCE

• BS/BA degree or equivalent related experience
• 8+ years experience in partner/channel ecosystem
• 2+ years experience as a people manager
  Compensation:
  The target salary range for this position is 259,000 - 385,000 CAD. The salary offered will be determined by the candidate’s location, qualifications, experience, and education and may be outside of this range. The range is based on ’On Target Earnings’ (OTE) representing the total potential earnings, which is the sum of the base salary and potential commission earned when performance targets are achieved. Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package. This may cover Health Insurance, Life Insurance, Retirement or Pension Plans, Paid Time Off (PTO), various Leave options, employee stock purchase plan, and/or restricted stocks (RSU’s). These offerings are subject to regional variations and governed by local laws, regulations, and company policies. We will provide detailed information about the specific benefits for your region during the recruitment process.
  At NetApp, we embrace a hybrid working environment designed to strengthen connection, collaboration, and culture for all employees. This means that most roles will have some level of in-office and/or in-person expectations, which will be shared during the recruitment process.

• Develop and execute a comprehensive channel sales strategy to achieve revenue, profitability, and growth targets in Canada
• Drive change and transformation effectively while providing management oversight to the Channel Sales group including Partner & Alliance Managers and their teams.
• Maintain close partnership with Partners & SI’s in Canada while overseeing and managing the identification, recruitment and development of new channel partners.
• Review and improve organizational effectiveness by developing processes, coaching high-performing employees, establishing a highly motivational work environment to achieve objectives for channel sales, profitability, and market share.
• Manage the facilitation of joint selling between Channel partners and the direct sales team.
• Work closely with Channel Sales Managers to help them sell to major customers by meeting with prospects directly, participating in contract negotiations, or leveraging other resources within the organization to support the sales effort.
• Own and lead the delivery of accurate forecasts and sales stage progression through disciplined use of MEDDICC by all team members.
• Closely partner with AVP, GTM and other functional leaders included but not limited to marketing, HR, finance, revenue operations, legal, to ensure business objectives and strategies are achieved.