Job Summary

The AWS Alliance Business Development Manager is responsible for adding value by extending NetApp’s Cloud Strategy into AWS in the APAC region. The main objective is to increase long-term relationship, drive awareness, adoption, IP Co-Sell motion and revenue of NetApp’s Cloud Portfolio through AWS and the AWS Channel and Marketplace. There will be a strong focus on the FSxN first party solution with AWS and the NetApp third party solutions that provide value to AWS and NetApp joint customers. Job will be based out of Sydney, Singapore, or another major hub in the region.

Job Requirements

• Develops a strong pipeline of new customers and projects in accounts through direct or indirect customer contact and prospecting
• Mines customer interaction data for the business intelligence that enables the building of effective customer strategies.
• Produces lead reports and documents important customer opportunities; ensures action is taken and leads are followed through.
• Provides input into strategic marketing activities for new products and enhancements to existing products based on customer needs.

Role and Responsibilities

• Develop and maintain broad external relations with AWS and AWS Channel Partners around all NetApp’s relevant Cloud solutions areas
• Drive Training and Readiness of NetApp’s Cloud Portfolio Products in AWS and AWS Channel
• Drive NetApp IP Co-Sell Solutions, like CVO, GFC, SPOT, Cloud Data Sense and Cloud Insight incl. Partner-to-Partner Co-Sell motion through AWS Channel and Marketplace
• Engage with AWS Partners to partner on Marketing Strategies and Demand Generation
• Coordinate AWS engagement with NetApp Internal Organization, like local Channel, and Core Sales Teams in APAC
• Be knowledgeable of AWS’s Cloud Strategy, Channel Propositions, Target Markets, Challenges and Business Opportunities
• Actively drive and grow the existing and potential new partnerships in conjunction with AWS
• Continually assess, clarify, and validate the needs within the APAC Alliance
• Responsible for GTM Strategy for the APAC territory , including crafting plans with Partners, account mapping and generation of pipeline plans and other Channel GTM activities by setting Targets/Indicators to measure & follow up on Partner success
• Interact with local Cloud and Hybrid Cloud (Core) sales teams
• Execute upon and regularly refining Cloud Sales plans with local Sales Leadership and Cloud Area Lead
• Build multi-level relationships within AWS Business groups in APAC

Education

• Typically requires a minimum of 12 years of related experience with a Bachelor’s degree