Global Head, Oracle Cloud Infrastructure Alliance & Ecosystem Business Development

About the role

NetApp is looking for a Global Head of its Oracle Cloud Infrastructure (OCI) Alliance & Ecosystem Business Development team in Morrisville, NC. The team manages NetApp's global OCI alliance and ecosystem to drive joint go-to-market for NetApp cloud software offerings on OCI, especially the jointly developed Oracle Cloud Infrastructure NetApp Storage Service (OCINSS). The role sits in the Hyperscaler Alliances & Marketplaces organization, reporting to the Senior Director of H/S Alliances & Ecosystem BD.

Key responsibilities

• Lead an international team in setting objectives and building strategies and execution plans that create OCI mindshare, trust, a sales pipeline and OCINSS revenue.
• Represent NetApp in day-to-day engagement with OCI go-to-market counterparts and drive an annual, quarterly and monthly cadence of work with OCI and NetApp sales, product and marketing leadership.
• Build strategies, set goals and KPIs, drive sales and co-selling excellence, and maintain high standards for performance measurement.
• Work with NetApp executive, sales, product, marketing, CPE and operations teams, and maintain an SLA for NetApp connections and collaboration with OCI counterparts.
• Collaborate with partner sales and program leadership to coordinate GTM with OCI, NetApp and their ecosystem of ISV, GSI, MSP and SI partners.
• Work with OCI Sales Specialist leadership and CSA organizations on GTM orchestration, industry and workload-specific business development, relationship management and partner-to-partner enablement.
• Take part in strategic planning sessions with peer managers in OCI Product, Sales, Sales Strategy & Operations, Partner Programs and technical business development.

Required profile

• Minimum of 12 years of business development and/or strategic partnership experience, and 8+ years of people management.
• Professional experience at OCI and/or leading a strategic ISV partnership with OCI, preferred for both.
• Bachelor's degree or equivalent professional experience.
• Proven track record managing an international team of professional-level employees.

Required skills

• Deep experience in OCI Alliances, Product or Partner organizations, or as an Alliance & BD leader for an OCI ISV partner.
• Experience developing, managing and executing GTM plans with OCI and top-tier OCI consulting and resale partners.
• Experience selling first-party and third-party technology solutions on OCI and supporting co-sell motions.
• Use of AI-powered tools across go-to-market functions such as marketing, sales, customer success and revenue operations.
• Strong strategic partnership building, negotiation and communication skills.
• Understanding of storage, cloud operations, AI and DevOps technologies.

What we offer

• Target OTE salary range of 287,300 to 371,800 USD, depending on location, qualifications and experience.
• Benefits that may include health insurance, life insurance, retirement or pension plans, paid time off, leave options, employee stock purchase plan and/or restricted stock units.
• A hybrid working environment, with in-office expectations shared during recruitment.