Job Summary
The Service Provider Pursuit Manager (SPPM) is assigned to one or multiple Service Provider partners in a given territory. SPPMs define and execute a strategy jointly with their service providers. The role is ultimately responsible for driving engagement, incremental pipeline, and revenue by building and driving consumption of joint go-to-market (GTM) services with the Service Provider partner.
Job Requirements
Activities & Responsibilities
- Jointly sell "designed in" service-based offerings together with the partner
- Drive consumption of jointly developed service offerings with the partner and take to market
- Accountable for the partnership in a defined territory within NetApp
- Define and execute a GTM plan for each aligned Service Provider
- Build relationships with the partner account sales team
- Build influential relationships with NetApp sales, marketing, and technical teams
- Acquire new business and services through SP-based prospecting and account alignments
- Grow and defend the existing installed base
- Build, manage, and forecast pipeline in a defined territory
- Be the expert on assigned SPs' NetApp-based solutions and portfolio
- Advocate for the partner with NetApp teams in a defined territory
- Utilize account intelligence for a defined territory to develop actionable sales plans
Business Objectives
- Build strategy and execute in a defined territory
- Drive partner performance and success in a defined territory
- Execute new joint revenue streams in a defined territory
Requirements & Education
- 12+ years’ of related experience
- Demonstrated experience developing and executing joint go-to-market plans with service provider, partner, or channel organizations.
- Strong ability to build trusted relationships across partner sales teams and internal sales, marketing, and technical stakeholders.
- Proven track record of driving incremental pipeline, revenue growth, renewals, and partner performance within a defined territory.
Key Performance Indicators
- Bookings against goals, on-time activations, and renewals
- Incremental pipeline growth and net new logos
- Connect partner sellers and leaders to account teams in a defined territory
- Create and execute sales plans by account/vertical in a defined territory
The target salary range for this position is 170,000 - 253,000 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 (PTO), 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.