The Partner Technical Lead (PTL) role is an integral member of NetApp’s partner sales team as the primary technical resource for assigned partners. In this role, the PTL is responsible for driving growth for NetApp partners through product evangelization, education on products, tools and selling strategies, and hands-on facilitation of partner opportunities.
Additionally, the PTL acts as the technical liaison between the partner and NetApp sales, support, and engineering.
You will be responsible for fostering a community of highly skilled and engaged partners who advocate for NetApp solutions and drive business growth in your assigned region.
Essential Functions
The overall responsibilities of Partner Technical Lead are to provide technical leadership and serve as the primary technical point of contact for partners. You will be responsible for driving excitement and interest in NetApp solutions and technologies, providing advanced technical guidance and support to partners, and developing and delivering technical training sessions and workshops to partners.
Specific areas of responsibility include:
* Understanding current technical capabilities and developing strategies to ensure pre- and post-sale technical competency for NetApp solutions and tools needed to support the partner’s business plan and growth objectives.
* Building strong, trusted advisor relationships with key people like the technology leaders and principals at top partners and alliances.
* In collaboration with the Partner Business Manager and other members of the partner team, constructing a business plan and technical sales, support, and enablement strategy (Technical Account Plan) that will address both the Partner needs and NetApp’s account strategy.
* Working closely with internal teams (e.g., sales, presales, product management, engineering) to provide feedback from partners and influence product development.
Requirements
* Deep understanding of the company's products and technologies.
* Creating and curating compelling and interesting content around the NetApp Portfolio with a ‘partner lens’ helping them to identify how our products and strategy will make their business successful.
* Strong background in relevant technical fields (e.g., cloud computing, networking, storage solutions).
* Assisting with the ongoing improvement and evolution of partner programs.
* Identifying and influencing the improvement of key channel business processes across NetApp.
* Proven track record of successfully supporting and enabling partners.
* Excellent verbal and written communication skills.
* Ability to clearly convey complex technical concepts to both technical and non-technical audiences.
* Ability to work effectively in a cross-functional team environment.
* Strong interpersonal skills and the ability to build and maintain relationships with partners.
* Driving overall channel PTL program consistency, teaming, and integration of all PTL activities when applicable.
* Providing continuous learning opportunities through workshops, certifications, and hands-on labs.
* Identifying areas for improvement and working with partners to enhance their technical capabilities and performance.
* Ensuring partners achieve and maintain the relevant certifications.
* Facilitating communication between partners and internal stakeholders to ensure alignment and address any concerns.
* Responsible for Partner advocacy to build a strong NetApp Champion Community across ASEAN.
* Organizing regular community events, webinars, and meetups to foster collaboration and knowledge sharing among champions.
Education and Experience
* A minimum of 12 years of experience in customer-facing organizations within the IT industry or equivalent.
* A Bachelor of Sciences Degree in Electrical Engineering, Computer Science, or related field is required.
* Experience working with partnerships (e.g., VAR/VAD, System Integrators, Technology Partners) preferred.
* Successful experience in building long-term personal relationships with senior-level Partners.
* NetApp technical skills preferred.
* Specialized knowledge in infrastructure including virtualization & server/network/storage. Knowledge and experience in Cloud Technologies preferred.
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