Head of Strategic Alliances – Spot

About NetAppWe’re forward-thinking technology people with heart. We make our own rules, drive our own opportunities, and try to approach every challenge with fresh eyes. Of course, we can’t do it alone. We know when to ask for help, collaborate with others, and partner with smart people. We embrace diversity and openness because it’s in our DNA. We push limits and reward great ideas. What is your great idea?Job SummarySpot (by NetApp) is looking for a superstar Head of Strategic Alliances to drive our growth across the US, Canada and Latam. This role reports directly to the VP of Sales in the Americas, and is an opportunity to join a young Rocketship company that hit its first $10M ARR in under one year, with no sales team, and is now on a very steep growth trajectory as part of NetApp.Our Alliances team has built deep and very productive partnerships with NetApp (who acquired us), the three major Cloud providers (AWS, GCP, Azure), and a network of other partners including several major PE/VC firms. As we scale these efforts, and broaden these partnerships while exploring new alliance opportunities, we seek a leader to build and run a very high calibre BD/Alliances team.ResponsibilitiesCultivate strong working relationships with our existing alliance partnersHire and lead a team to continue to develop these alliance partnerships into highly productive revenue-generating channelsLead the strategy for our successful alliances with several partner ecosystems, including the three major Cloud providers (AWS, GCP, Azure), and a network of other partners including several major PE/VC firmsBecome the ‘go to’ person for a wide range of initiatives and programs generated from these alliance ecosystems: including referrals into large new customer deals, marketing opportunities, and areas of focus for productWork closely with senior management at some of the largest companies in the Cloud ecosystem, and show versatility in building these productive partnershipsSupport and execute channel-driven sales plans with partners’ systems engineers, and repsDeliver on revenue and new-logo pipeline targets while enhancing partner and customer satisfaction and adoptionTravel as necessary within your area and to company-wide meetingsJob RequirementsRequirements5+ years experience growing sales through Alliance and Channel relationships in a B2B software/SaaS environmentExperience enabling and aligning alliance and channel partners, defining partner strategy, signing new partnersExperience leading a team to pursue new strategic partnerships and expand existing alliancesStrong entrepreneurial bent and ability to juggle BD and Channel responsibilitiesResults-oriented leader who also possess a classic BD skillsetExperience in the Cloud industry preferredExperience in tech, particularly SaaS, preferredStartup experience preferredCloudERPWhy NetApp?In a world full of generalists, NetApp is a specialist. No one knows how to elevate the world’s biggest clouds like NetApp. We are data-driven and empowered to innovate. Trust, integrity, and teamwork all combine to make a difference for our customers, partners, and communities.We expect a healthy work-life balance. Our volunteer time off program is best in class, offering employees 40 hours of paid time off per year to volunteer with their favorite organizations. We provide comprehensive medical, dental, wellness, and vision plans for you and your family. We offer educational assistance, legal services, and access to discounts. We also offer financial savings programs to help you plan for your future.If you run toward knowledge and problem-solving, join us.Colorado Residents Only: If the Company determines this role will be performed in Colorado, the starting On Target Earningfor this position is 256,500. This role could be eligible for comprehensive benefits including: Medical, Dental, Vision, Life, 401(K), Paid Time off (PTO), Company bonus, Employee stock purchase plan. Final compensation will be dependent on various factors such as location, qualifications, certifications, relevant work experience and other factors, consistent with applicable law.Equal Opportunity Employer Minorities/Women/Vets/Disabled.

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