Marketplace Channels Lead, Marketplace CoE

About the role

The Marketplace Channels Lead is a key member of the Marketplace Center of Excellence (CoE) in NetApp's H/S Alliances & Ecosystem BD team. The CoE drives NetApp's transition to hyperscaler marketplaces as the main route to market for 3P cloud software products such as CVO, Premium Data Services, Data Infrastructure Insights and Instaclustr. Reporting to the Global Head of the CoE, the role leads the partners and channels function, working with hyperscalers, distributors, marketplace reselling partners and internal NetApp collaborators.

Key responsibilities

• Maintain subject matter expertise on the evolution of the hyperscaler channel partner ecosystem and apply it to grow 3P software revenue through partners.
• Develop and maintain expertise on AWS CPPO (plus DSOR and others), Google Cloud Partner Advantage / MCPO, and Microsoft Azure marketplace programs (MPO, CSP, REO, MCA and others).
• Align NetApp's 3P marketplace business with the channel by collaborating with sales, partner management, technical, operations and enablement teams.
• Work with H/S Alliance teams, Marketplace Operations and external hyperscaler marketplace organizations to keep NetApp programs aligned with hyperscaler channel programs.
• Drive partner marketplace sales excellence with the CoE team, developing processes, programs, tools and training materials.
• Act as a consultant for the Cloud Partner BD team, CPE stakeholders, Revenue Enablement and Hybrid Field Partner Managers to accelerate revenue through the reseller channel.

Required profile

• 8+ years of professional experience, preferably in an enterprise technology organization.
• Advanced experience on hyperscaler marketplace business within an ISV or at AWS, Google Cloud or Microsoft Azure.
• Advanced experience working with channel partners that resell ISV offerings via hyperscaler marketplaces; hyperscaler distribution experience strongly preferred.
• Experience supporting high-performing, quota-carrying cloud partner management and sales teams.
• Bachelor's degree or equivalent professional experience.

Required skills

• Deep understanding of hyperscaler GTM, marketplaces, ISV partnerships, channel ecosystems and joint GTM.
• Exceptional verbal and written communication and presentation skills.
• Ability to collaborate across multiple organizations and advanced problem-solving.

What we offer

• Target salary range of 129,200 - 192,500 USD, depending on location, qualifications and experience.
• Benefits that may include health insurance, life insurance, retirement or pension plans, paid time off, leave options, performance-based incentives, an employee stock purchase plan and restricted stock units.
• A hybrid working environment.