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Job Description
Job Summary
The Microsoft Alliance & Marketplace BDM is responsible for driving NetApp cloud revenue for ANF and NetApp 3P offerings in the Azure Marketplace in Asia. The role will leverage a combination of business development, sales enablement, and evangelism activities to achieve Azure business goals. The Microsoft Alliance BDM is NetApp's frontline ambassadors and relationship builders with various Microsoft BD, Marketplace support, and field personas. Leveraging these relationships to drive Cosell and foster connections with the NTAP field generates joint account planning, pipeline creation, and Marketplace transactions.
Job Responsibilities
- Microsoft Alliance Management & Strategic Execution: Develop and expand relationships with Microsoft GTM organizations, dedicated resources, and selling teams across Asia through joint goal setting, routine plan reviews, and field engagement. Responsible for developing and executing the GTM strategy for the Asia territory, including partner planning, account mapping, pipeline generation, and establishing KPIs to measure partner success in collaboration with local Sales Leadership and Cloud Area Lead.
- Co-Sell & Revenue Growth: Manage the end-to-end co-sell process between NetApp and Microsoft, ensuring pipeline growth, opportunity registration, and increased wins and revenue in relevant Microsoft metrics. Drive NetApp IP Co-Sell Solutions (CVO, Cloud Tiering, DII, Instaclustr) through Partner-to-Partner Co-Sell motion via Multiparty Private Offers, while supporting demand generation and pipeline development for ANF and NetApp's offerings on Azure Marketplace.
- Training, Enablement & Partner Ecosystem Development: Drive training and readiness of NetApp's Cloud Portfolio Products across Microsoft teams and Microsoft Channel Partners, including co-sell execution and Marketplace transaction options. Build and maintain multi-level relationships within Microsoft business groups and Channel Partners across Asia, engaging partners on marketing strategies and demand generation initiatives to actively grow existing and potential new partnerships.
- Cross-Functional Collaboration & Reporting: Facilitate alignment between NetApp sales teams and Microsoft counterparts to drive new business opportunities with new and existing customers. Coordinate Microsoft engagement with NetApp internal organizations, including local Channel, Azure, and Core Sales teams in Asia. Manage lead reports, document critical customer opportunities, and continually assess partnership needs within the Asia Alliance to ensure timely follow-through and action.
Job Requirements
- Minimum of 8+ years of experience in software sales with demonstrated expertise in managing cloud alliance partnerships.
- Comprehensive knowledge of Microsoft's cloud strategy, channel propositions, target markets, industry challenges, and emerging business opportunities.
- Extensive background in channel management and partner development with proven success in building and scaling partner ecosystems.
- Must demonstrate a growth mindset coupled with strong execution capabilities and ability to deliver measurable results.
- Prior experience in quota-bearing business development roles is strongly preferred
- Professional proficiency in Japanese language to effectively communicate with Japan-based counterparts is highly desirable
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.
Equal Opportunity Employer:
NetApp is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all laws that prohibit employment discrimination based on age, race, color, gender, sexual orientation, gender identity, national origin, religion, disability or genetic information, pregnancy, and any protected classification.
Why NetApp?
We are all about helping customers turn challenges into business opportunity. It starts with bringing new thinking to age-old problems, like how to use data most effectively to run better - but also to innovate. We tailor our approach to the customer's unique needs with a combination of fresh thinking and proven approaches.
We enable a healthy work-life balance. Our volunteer time off program is best in class, offering employees 40 hours of paid time off each year to volunteer with their favourite organizations. We provide comprehensive benefits, including health care, life and accident plans, emotional support resources for you and your family, legal services, and financial savings programs to help you plan for your future. We support professional and personal growth through educational assistance and provide access to various discounts and perks to enhance your overall quality of life.
If you want to help us build knowledge and solve big problems, let's talk.