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Ready to innovate and contribute to our path to $10B? Here, you'll collaborate with passionate teams, tackle real-world challenges, and see your impact in how customers transform and grow. If you're ready to bring curiosity, creativity, and drive to every moment, NetApp is where your journey begins. Join teams that innovate to elevate, drive results, and excel together across every function.
GSI and MSP/SP Sales Excellence Program Manager
Morrisville, North Carolina, United StatesJob Summary
The GSI and MSP/SP Sales Excellence Program Manager is a senior individual contributor who sets the standard for sales execution across NetApp's Global Systems Integrator (GSI), Managed Service Provider (MSP), and Service Provider (SP) ecosystem. Working across Commercial, Partners & Ecosystems (CPE) with Sales, Marketing, Finance, Revenue Operations, Revenue Enablement, Alliances, and Area Partner Leaders, the role supports the global partner strategy by turning it into consistent field execution, scalable sales best practices, and measurable co-sell and as-a-service growth across regions.
Key Responsibilities
- Lead multi-region GSI and MSP/SP sales excellence programs, defining workstreams, milestones, governance, and decision rights.
- Develop and drive adoption of sales best practices, playbooks, and execution standards across regions and functions.
- Serve as the GSI and MSP/SP subject matter expert, advising leaders and mentoring program managers and field teams.
- Own end-to-end GSI program operations, including tracking, reporting, accreditation notifications, and readiness follow-through for priority partners such as DXC, Capgemini, and TCS.
- Translate NetApp's global partner strategy into field programs spanning onboarding, activation, co-sell, and expansion.
- Apply segmentation and coverage models to focus sales effort on highest-potential GSIs, MSPs, and SPs.
- Operationalize GSI joint solution and MSP/SP consumption engagement models to grow partner-sourced and partner-influenced pipeline.
- Lead the GSI and MSP/SP ROB, including business planning, QBRs, KPI inspection, and decision tracking.
- Drive Partner Sphere Addendum and contract tracking, ensuring timely review, updates, notifications, and stakeholder coordination.
- Proactively track accreditations and readiness milestones, notifying partners and internal teams of gaps and required actions.
- Define tool, automation, and AI-enabled workflow requirements; develop field guides that improve execution consistency.
- Build and lead the GSI and MSP/SP seller field community through calls, communications, and recognition programs.
- Track co-sell engagement, account interlock, joint opportunities, and pipeline progression between NetApp and partner field teams.
- Lead GSI co-development efforts, including joint playbooks, cloud design workshops, solution briefs, and repeatable field motions.
- Own the joint success story program and coordinate creation of newsletters, enablement materials, and partner-facing content.
- Define GSI and MSP/SP KPIs, scorecards, and dashboards covering pipeline, consumption, and recurring revenue.
- Assess performance drivers, shape QBR and executive narratives, and recommend execution improvements.
- Partner with Revenue Operations and Finance on data quality, KPI governance, and partner influence attribution.
- Own HG Insights reporting to support account prioritization, opportunity identification, and GSI coverage decisions.
- Program execution: initiative delivery against milestones and business outcomes.
- Field adoption: consistent use of sales plays, tools, and standards across regions.
- Co-sell impact: growth in joint opportunities, pipeline, and seller participation.
- Business results: improvement in partner-sourced pipeline, wins, and recurring revenue.
- Operational rigor: ROB execution, contract and accreditation follow-through, and data quality.
- Content impact: timely delivery and reuse of enablement assets, success stories, and joint materials.
- Reporting quality: accurate quota, bookings, and QBR reporting that enables leadership decisions.
Education and Experience
Required
- Bachelor's degree or equivalent experience.
- This role requires US Citizenship.
- 12 or more years of experience in sales excellence, sales or partner operations, channel, or program management, including significant experience with GSI or MSP/SP business models.
- Track record of defining sales best practices and leading complex, multi-region, cross-functional initiatives that improved sales execution, without direct authority.
- Experience leading seller or partner communities and tracking and reporting on account interlock, co-sell activity, and wins.
- Deep understanding of services-led selling, practice development, as-a-service and consumption-based offerings, and co-sell motions.
- Advanced analytical skills, with experience building sales KPIs, performance frameworks, and executive reporting.
- Executive-level communication and influence, with experience advising senior leaders and building alignment across functions and regions.
- Experience managing partner operations that require contract/addendum tracking, accreditation readiness, content governance, reporting rigor, and coordinated communications across internal and partner stakeholders.
Preferred
- MBA or advanced degree.
- Experience in enterprise technology or cloud services, including hyperscaler or cloud marketplace routes to market.
- Working knowledge of Salesforce, Power BI, and AI-enabled sales workflows.
Compensation:
The target salary range for this position is $170,000-$220,000. 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.
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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. We pledge to take every reasonable step to ensure that our applicants and employees are respected, treated fairly and with dignity. See the EEO poster, Know your rights poster, and NetApp EEO policy. NetApp makes reasonable accommodations, consistent with applicable laws, for religious purposes and for the known physical or mental limitations of an otherwise qualified applicant or employee with a disability, who can perform the essential job functions unless undue hardship would result.
State-specific postings/notices to applicants regarding contract compliance can be found here in English and here in Spanish, and fair employment practice information can be found here.
Reasonable Accommodations
At NetApp, we are committed to fostering an inclusive and accessible workplace where individuals with disabilities can thrive. In alignment with our values, NetApp provides reasonable accommodations and adjustments where possible to qualified applicants and employees with disabilities, in accordance with employment rights and regulations relevant to their country of employment, to ensure equal access to employment opportunities and job performance.
Applicants who would like to request an accommodation or adjustment are encouraged to Contact Us. Each request will be assessed on a case-by-case basis, in accordance with applicable laws and our commitment to equity and belonging within our culture, values and business practices. Requests will be handled confidentially and respectfully, and we will work collaboratively to identify effective solutions.
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We care about your privacy and, therefore, ask that you read our Candidate Privacy Notice before you submit any personal information to us.
NetApp does not carry out any solely automated decision making (i.e. the process of making a decision by automated means without any human involvement) in determining your suitability or eligibility for specific roles.
However, the processing of your personal information is carried out with the aid of manual and automated tools. In particular, NetApp may use an automated employment evaluation tool or similar tool as one of several tools, actions, and/or steps to assist with NetApp’s review of candidate applications for various hiring needs.
Currently, when addressing certain hiring needs, NetApp uses the following tools:
- Eightfold (eightfold.ai): This tool can provide an initial ranking of a candidate’s skills and experience, based on information provided by the applicant in the application and/or supporting documentation, in comparison to the NetApp designated key requirements of a specific role. Additionally, the tool may be used to help review and/or rank internal employees seeking promotion or other internal mobility. An independent audit of the Eightfold Matching Model tool can be found at https://eightfold.ai/nyc-eightfoldmatching-model.
- Findem (findem.ai): This tool is used to help identify candidates whose skills and experience may be relevant to open roles at NetApp, using publicly available professional information. Findem may also be used to assist with candidate matching, AI-assisted screening, and recruitment communications.
Our talent acquisition team or our recruiters will ultimately select the candidates for further consideration, following human review of any automated evaluation results and associated underlying documentation (or lack thereof) submitted with the candidates’ application.
Candidates may request an alternative selection process which will not be subject to the Eightfold matching tool or to any electronic automated employment evaluation by contacting NetApp at careers@netapp.com. To bypass the Eightfold matching tool or any electronic automated employment evaluation, you must include a resume and job ID with your email to careers@netapp.com and you must include in the subject line of your email: Data Privacy Request. Candidates who have questions or want to request additional information on the source of data, type of data, and/or collection of data related to the candidate review process should contact NetApp at careers@netapp.com
Note: Eightfold is not applicable to temporary hiring opportunities. If you are interested in temporary roles, you can apply via a third-party site managed by our preferred supplier, Magnit Global. Magnit Global will provide its own privacy disclosures for your review as part of the application process.
Submitting an application
To ensure a streamlined and fair hiring process for all candidates, our team reviews apcplications submitted through our company website only. 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 AI-powered tools to assist with tasks such as identifying relevant candidates, matching skills and experience to role requirements, and conducting initial screenings. These tools support - rather than replace - human decision-making. To learn more, please see our AI Transparency Statement. If you would prefer not to engage with an AI-assisted process, you can request an alternative by contacting careers@netapp.com. Choosing an alternative process will not impact your candidacy in any way.