Marketplace Channels Lead | Marketplace Center of Excellence (CoE)

NetApp | Data infrastructure and enterprise storage technology

1h 54m ago

Hybrid

Full Time

United States of America

$129.2k - $192.5k USD/yr

Job Summary

The Marketplace Channels Lead is a key member of the Marketplace Center of Excellence (CoE) in the H/S Alliances & Ecosystem BD team within NetApp’s Commercial, Partners, Ecosystem organization. As a consulting & strategy organization, the MP CoE is driving NetApp’s transition to the H/S marketplaces as the company’s primary route to market for 3P cloud software products including CVO, Premium Data Services, Data Infrastructure Insights (DII), and Instaclustr.

The pillars of the CoE’s mission are: 1) promote marketplace sales & operational excellence, including the transition of existing BYOL business to marketplace; 2) marketplace sales strategy advisory; 3) contributing to marketplace training & enablement; and 4) scaling NetApp’s marketplace business through the channel / consulting partner ecosystem.

Reporting to the Global Head of the Marketplace Center of Excellence (CoE), the Marketplace Channels Lead will lead the partners & channels function of the CoE working closely with Hyperscalers, distributors, marketplace reselling partners, and internal NetApp collaborators. The Marketplace Channels Lead is responsible for maintaining updated subject matter expertise in the evolution of the H/S marketplace channel partner ecosystem, including the technical innovation & programs that underpin it, and then applying this knowledge across NetApp to grow 3P software revenue growth through its partners.

This challenging position requires a strategic mindset; detailed knowledge of how the AWS, Google Cloud, and Microsoft Azure marketplaces operate for ISVs, reselling partners, and distributors; expertise in H/S channel & consulting partner GTM and the programs that incentivize channel partners to resell offerings from H/S ISV partners through their marketplaces; and the ability to work effectively across multiple NetApp organizations in service of cloud & partner goals.

Key Aspects of the Role

Develop & maintain subject matter expertise on AWS CPPO (+ DSOR, other), Google Cloud Partner Advantage / MCPO, and various Microsoft Azure marketplace & related programs (+ MPO, CSP, REO, MCA, other)

Collaborate with a wide variety of NetApp sales, partner management, technical, operations, and enablement personas to align NetApp’s 3P marketplace business to the channel

Work with NetApp H/S Alliance teams, the NetApp Marketplace Operations team, and external H/S marketplace organizations to align NetApp programs and processes with the most updated H/S channel programs & functionality

Work with other members of the Marketplace CoE team to drive partner MP sales excellence, including the development of processes, programs, tools, and training & enablement materials

Act as a Consultant for the Cloud Partner BD team, CPE stakeholders, Revenue Enablement and NetApp Hybrid Field Partner Managers to accelerate revenue through H/S marketplaces via the reseller channel / partners

Overall, the MP Channels Lead and other members of the MP CoE team constitute a collaboration & execution hub for a variety of stakeholders within NetApp, maintaining an SLA for managing NetApp connections and collaboration orchestration on marketplace with a wide a variety of organizations, including:

Cloud Partner BD team
Hyperscaler Alliances Teams; Hyperscaler Sales & SA Leadership
Marketplace Business Operations
Revenues Operations
Product
Business Desk
NetApp Revenue Enablement
CPE leadership including Commercial, Distribution

Job Requirements

Advanced experience working on H/S marketplace business within an ISV or at AWS, Google Cloud, or Microsoft Azure required
Advanced experience working with channel partners that resell ISV offerings via the H/S marketplaces required
Experience working within the H/S marketplace - distribution ecosystem strongly preferred
Experience working in an overlay capacity in support of high-performing, quota-carrying cloud partner management & sales teams
Exceptional verbal and written communications skills, including presentation skills. A demonstrated ability to communicate complex ideas and plans in written narratives & PowerPoint presentations is crucial.
Demonstrated ability to work collaboratively with functional peers across multiple organizations & functions.
Advanced problem-solving capabilities.
Be a curious, proactive self-starter comfortable with tasks ranging from Executive-level presentations & interactions to immersion in minute details and mundane tasks.

Education and Experience

8+ years of professional experience, preferably in an enterprise technology organization.
Strong preference for experience working at either AWS, Google Cloud, or Microsoft, an ISV in their Marketplace ecosystem, or a top performing channel reseller of H/S marketplace offerings.
Understanding of Hyperscaler GTM, marketplaces, ISV partnerships, channel ecosystems, joint GTM, and personas aligned to each
A Bachelor of Arts or Science Degree is required, or equivalent professional experience.

Compensation:
The target salary range for this position is 129,200 - 192,500 USD. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package. This may cover Health Insurance, Life Insurance, Retirement or Pension Plans, Paid Time Off, various Leave options, Performance-Based Incentives, employee stock purchase plan, and/or restricted stocks (RSU’s), with all offerings subject to regional variations and governed by local laws, regulations, and company policies. Benefits may vary by country and region, and further details will be provided as part of the recruitment process.

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 federal, state and local laws that prohibit employment discrimination based on age, race, color, gender, sexual orientation, gender identity, national origin, religion, disability or genetic information, pregnancy, protected veteran status, and any other protected classification.

Why You'll Thrive at NetApp

At NetApp, you won't wait for the perfect moment—you'll make it. The early planning, the extra thought, the bold idea that turns good into great: That's how our people operate and how we continue to push the boundaries of data infrastructure.

NetApp is the trusted partner for organizations transforming data into opportunity. As the only enterprise-grade storage service natively embedded in Google Cloud, AWS, and Microsoft Azure, we empower customers to run everything from traditional workloads to enterprise AI with unmatched performance, resilience, and security.

Our culture

We celebrate mold breakers, bold thinkers, and problem solvers. We reward initiative, impact, and ownership. We provide flexibility so you can balance professional ambition with your personal life. Here, differences are not just welcomed—they drive everything we do.

If you're ready to innovate, rise to the challenge, and own every moment - make your next move your best one. Apply now.

Submitting an Application

To ensure a streamlined and fair hiring process for all candidates, our team only reviews applications submitted through our company website. This practice allows us to track, assess, and respond to applicants efficiently. Emailing our employees, recruiters, or Human Resources personnel directly will not influence your application.

AI Disclosure

For select roles, some stages of our hiring process may use artificial intelligence tools to help evaluate applications and candidate selection. These tools support—rather than replace—human decision-making.

Required Languages

🇬🇧 English