Job Summary

The Director, Area Partner Leader – ANZ is a senior leadership role accountable for driving NetApp’s partner-led growth strategy across Australia and New Zealand. This role will lead the evolution of a high-impact partner ecosystem that not only accelerates revenue, but most critically drives net-new customer acquisition through partners while expanding NetApp’s footprint across enterprise, commercial, and cloud segments.

Working in close alignment with Sales leadership, you will define and execute a partner strategy that positions partners as the primary engine for market expansion, new logo acquisition, and long-term customer value creation.

You will lead a diverse, high-performing team and build outcome-driven relationships with strategic partners including resellers, GSIs, hyperscalers, and service providers. Success in this role requires strong commercial leadership, ecosystem thinking, and the ability to influence at all levels across both NetApp and partner organisations.

Job Requirements

Strategy & Leadership

• Define and execute a multi-year ANZ partner strategy aligned to NetApp’s global vision, with a clear focus on net-new customer acquisition and market expansion
• Act as a core member of the ANZ leadership team, shaping overall growth strategy and execution
• Establish NetApp as the partner of choice for organisations seeking to grow, innovate, and win new customers

Partner Ecosystem Growth & New Customer Acquisition

• Build and lead a diverse, inclusive, and high-performing partner ecosystem across ANZ
• Design partner coverage models that maximise market reach, whitespace coverage, and new logo acquisition
• Identify, recruit, and enable partners with proven capability to drive net-new demand and customer entry points
• Develop targeted strategies with partners to penetrate new industries, segments, and accounts

Revenue & Go-To-Market Execution

• Own and deliver partner-led revenue targets, with a strong emphasis on pipeline creation and conversion of net-new opportunities
• Co-develop and execute joint go-to-market plans focused on demand generation, customer acquisition, and expansion
• Ensure strong pipeline discipline, account alignment, and deal acceleration through partners
• Drive accountability for measurable outcomes including new logos, pipeline growth, and win rates

Executive Engagement & Relationship Management

• Build and maintain senior relationships across strategic partner organisations
• Engage at C-level to align on joint growth ambitions, new market entry, and innovation opportunities
• Elevate NetApp’s position as a trusted advisor for shared business outcomes

Job Requirements (Cont.)

Program Execution & Operational Excellence

• Drive adoption of partner programs, incentives, and investments to support customer acquisition and growth outcomes
• Lead joint business planning (JBP) with a clear focus on pipeline creation, new logo targets, and ROI
• Use data and insights to drive forecasting accuracy, performance management, and continuous improvement

Cross-Functional Collaboration

• Partner closely with Sales, Marketing, Alliances, Technical, and Services teams to align on customer acquisition priorities
• Align on account segmentation, whitespace targeting, and integrated demand generation campaigns
• Ensure coordinated, consistent execution across all routes to market

Market & Thought Leadership

• Represent the ANZ partner ecosystem within NetApp globally
• Act as a visible leader in the market across partner forums, customer engagements, and industry events

Skills and Experience

We recognise that great leaders bring diverse experiences and perspectives. If you don’t meet every requirement but believe you can add value, we encourage you to apply.

• Significant experience in Channel, Alliances, or Partner Leadership roles within enterprise technology
• Demonstrated success in building partner ecosystems that deliver net-new customer acquisition and revenue growth
• Strong understanding of partner models including resellers, cloud partners, GSIs, and managed service providers
• Proven ability to lead high-performing, geographically distributed teams
• Strong commercial acumen, including GTM strategy, pipeline creation, and forecasting discipline
• Ability to influence and engage senior stakeholders across internal and external organisations
• Excellent communication, collaboration, and relationship-building skills
• A growth mindset with the ability to adapt, innovate, and lead through change

Inclusion & Diversity

At NetApp, we are committed to building a diverse and inclusive workplace where everyone can thrive. We believe that different perspectives drive better outcomes—for our customers, our partners, and our people.

We welcome applications from individuals of all backgrounds, experiences, and identities, and we are committed to creating an environment where everyone feels valued, supported, and empowered to succeed. Flexible working arrangements are available to support individual needs and circumstances.

High Achievement Principles at NetApp

• Customer at the Center – We prioritise outcomes that matter most to our customers
• Ownership & Accountability – We take responsibility and deliver results with integrity
• Growth Mindset – We learn, adapt, and continuously improve
• Candor & Transparency – We communicate openly to achieve better outcomes
• Empowered Execution – We enable teams with clarity, not control
• Stronger Together – We partner to win as one team
• Inclusion & Belonging – We bring diverse perspectives together to drive innovation
• Results with Impact – We focus on measurable business outcomes