Technical Partner Lead
4 days ago
Job Summary
The Partner Technical Lead (PTL) is an integral member of NetApp’s partner sales team as the primary technical resource for assigned Partners. In this role, the PTL is responsible for driving growth for NetApp Partners through product evangelization, education on products, tools and selling strategies, and hands-on facilitation of Partner opportunities. Additionally, the PTL acts as the technical liaison between the Partner and NetApp sales, support, and engineering.
Key Performance Objectives
**Partner Technical Competency**: The PTL is responsible for all technical enablement of assigned Partners. This includes understanding current technical capabilities and developing strategies to ensure pre and post-sale technical competency for NetApp solutions and tools needed to support the Partner’s business plan and growth objectives
**Technical Sales Support**: In close coordination with the account SEs, other account team resources, and other resources within NetApp (engineering, product management, etc.), monitor key technical sales support activities to ensure that Partner needs are being addressed in a proper and timely manner. Ensure that the appropriate processes and resources are utilized. As appropriate, personally drive certain activities.
**Relationship-Building**: Foster good working relationships with the key stakeholders in your business. This would include NetApp sales colleagues as well as key people outside NetApp like tech leaders at top Partners.
**Technical Account Plan**: In collaboration with the Partner Manager, and other members of the partner sales team, construct a business plan and technical sales, support and enablement strategy (Technical Account Plan) that will address both the Partner needs and NetApp’s account strategy. The plan will be used for both internal and external communication activities and will be refreshed throughout the year. As the Partner technical lead, you assist the NetApp Channel Manager and drive the technical team towards timely completion of the plan initiatives.
Job Requirements
- Identify and influence the improvement of key channel business processes across NetApp
- Assist with the ongoing improvement and evolution of Partner programs
- Drive overall partner program consistency, teaming, and integration of all PTL activities when applicable
- Provide product presentations and education to small or large Partner groups
- Demonstrate leadership and provide mentoring for other technical team members
- Support Partner responses for RFI/RFP
- Responsible for Partner advocacy within NetApp
- Build plan to drive Partner attendance for key technical Partner events
Education
- Typically requires a minimum of 8 years of related experience with a Bachelor’s degree; or 5 years and a Master’s degree; or a PhD without experience; or equivalent work experience
- 5 years of enterprise technology experience, preferably with technology vendors in systems engineering, consultative or other customer-facing roles preferred
- Experience which demonstrates a solid level of expertise in technical specifications required to sell
- Demonstrated ability to translate technical features and function into compelling business value
- Successful experience in building long-term personal relationships with senior-level enterprise Partners
- Recognized industry certifications desirable, but not required
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