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Director of Channel and Alliances
2 months ago
Title: Director of Channel and Alliances
Location:Bangalore, Karnataka, IN, 560071 Gurugram, IN, 122002 IN
Requisition ID: 127373Job Summary
The Director of Channel and Alliances for India / SAARC is responsible for managing all Channel Operations in the Area. The role includes working closely with the Channel Partners to help achieve NetApp India’s Business objectives. The person will manage existing partners and will develop new Channel partners to increase NetApp's market coverage & business. The role includes, but is not limited to, the development and execution of a strategy to create joint value propositions with the partners. You will work closely with the Channel Sales teams as well as NetApp functional peers to leverage current sales tools and solutions. This role requires strong communication and collaboration skills combined with a sense of urgency to drive revenue generation for the India/SAARC Region.
Essential Functions:
• Manage Channel Ecosystem to meet NetApp’s business objectives in India/SAARC.
• Focus on developing new Channel markets and engage specific technology partners to meet business objectives.
• Develop and maintain a business plan for key markets penetration in INDIA/SAARC. Use the business plan as a roadmap for "Go to Market" and development initiatives.
• Contract and manage new Channel Partners.
• Work closely with the Sales leadership, extended sales team on development and execution of a sales strategy; adhere to available resources and meet business objectives.
• Drive the strategy for business development with selected partners to increase incremental sales within the India/SAARC Region.
• Leverage partner solutions and resources within the NetApp sales force - including mapping of the sales organizations at the sales district level and assuring that the teams are working together on an updated pipeline of opportunities.
• Achieve monthly, quarterly, and annual sales targets.
• Provide the sales foundation and credibility associated with recruiting new Channel partners; and build loyal relationships that produce predictable, recurring revenue streams.
• Be seen and treated by Channel partners as a trusted and valued resource to them.
• Collaborate with the field marketing organization to plan, deliver and manage an effective communication and demand generation campaign for each partner across the region.
• Work with marketing to access current sales tools and drive the creation of new solutions.
• Work with peers within across NetApp field and marketing organizations to assure that best practices are utilized to drive effective partner campaigns.
• Provide sales representation at Channel marketing events.
Job Requirements
Requirements:
• A strong understanding of the sales process and Channel Sales.
• Excellent verbal and written communications skills; presentation, customer service, business and negotiation skills.
• Ability to travel within assigned region, working closely with Sales leadership, District Managers, Sales Representatives, and channel partners. Occasional travel outside of region required – including but not limited to USA & Singapore
• High energy with the capability to multi-task in a dynamic, rapidly growing organization.
• A thorough understanding of go-to-market strategies including account segmentation, products, marketing strategies, etc.
• Broad exposure to a variety of technologies/concepts in a distributed environment.
Education
• A minimum of 20 years of experience is preferred.
• A Bachelor’s Degree is required - preferably an Engineer & MBA.
• Should have good understanding of Data Centre Technology Landscape and of the Data Storage Market.
Job Segment: Outside Sales, Channel Marketing, Event Marketing, Data Center, Field Marketing, Sales, Marketing, Technology
