About this role
<div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:16.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px">Job Summary</H2> </div><div><p><span style="font-family:arial, helvetica, sans-serif">The Director, Area Partner Leader – ANZ is a senior leadership role accountable for driving NetApp’s partner-led growth strategy across Australia and New Zealand. This role will lead the evolution of a high-impact partner ecosystem that not only accelerates revenue, but most critically <strong>drives net-new customer acquisition through partners</strong> while expanding NetApp’s footprint across enterprise, commercial, and cloud segments.</span></p> <p><span style="font-family:arial, helvetica, sans-serif">Working in close alignment with Sales leadership, you will define and execute a partner strategy that positions partners as the primary engine for <strong>market expansion, new logo acquisition, and long-term customer value creation</strong>.</span></p> <p><span style="font-family:arial, helvetica, sans-serif">You will lead a diverse, high-performing team and build outcome-driven relationships with strategic partners including resellers, GSIs, hyperscalers, and service providers. Success in this role requires strong commercial leadership, ecosystem thinking, and the ability to influence at all levels across both NetApp and partner organisations.</span></p></div></div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:16.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px">Job Requirements</H2> </div><div><p><span style="font-family:arial, helvetica, sans-serif"><strong>Strategy & Leadership</strong></span></p> <ul type="disc"> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Define and execute a multi-year ANZ partner strategy aligned to NetApp’s global vision, with a clear focus on <strong>net-new customer acquisition and market expansion</strong></span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Act as a core member of the ANZ leadership team, shaping overall growth strategy and execution</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Establish NetApp as the partner of choice for organisations seeking to grow, innovate, and win new customers</span></li> </ul> <p><span style="font-family:arial, helvetica, sans-serif"><strong><br>Partner Ecosystem Growth & New Customer Acquisition</strong></span></p> <ul type="disc"> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Build and lead a <strong>diverse, inclusive, and high-performing partner ecosystem</strong> across ANZ</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Design partner coverage models that maximise <strong>market reach, whitespace coverage, and new logo acquisition</strong></span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Identify, recruit, and enable partners with proven capability to drive <strong>net-new demand and customer entry points</strong></span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Develop targeted strategies with partners to penetrate <strong>new industries, segments, and accounts</strong></span></li> </ul> <p><span style="font-family:arial, helvetica, sans-serif"><strong><br>Revenue & Go-To-Market Execution</strong></span></p> <ul type="disc"> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Own and deliver partner-led revenue targets, with a strong emphasis on <strong>pipeline creation and conversion of net-new opportunities</strong></span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Co-develop and execute joint go-to-market plans focused on <strong>demand generation, customer acquisition, and expansion</strong></span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Ensure strong pipeline discipline, account alignment, and deal acceleration through partners</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Drive accountability for measurable outcomes including new logos, pipeline growth, and win rates</span></li> </ul> <p><span style="font-family:arial, helvetica, sans-serif"><strong><br>Executive Engagement & Relationship Management</strong></span></p> <ul type="disc"> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Build and maintain senior relationships across strategic partner organisations</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Engage at C-level to align on <strong>joint growth ambitions, new market entry, and innovation opportunities</strong></span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Elevate NetApp’s position as a trusted advisor for shared business outcomes</span></li> </ul></div></div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:14.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px"><b>Job Requirements (Cont.)</b></H2> </div><div><p><span style="font-family:arial, helvetica, sans-serif"><strong>Program Execution & Operational Excellence</strong></span></p> <ul type="disc"> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Drive adoption of partner programs, incentives, and investments to support <strong>customer acquisition and growth outcomes</strong></span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Lead joint business planning (JBP) with a clear focus on <strong>pipeline creation, new logo targets, and ROI</strong></span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Use data and insights to drive forecasting accuracy, performance management, and continuous improvement</span></li> </ul> <p><span style="font-family:arial, helvetica, sans-serif"><strong><br>Cross-Functional Collaboration</strong></span></p> <ul type="disc"> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Partner closely with Sales, Marketing, Alliances, Technical, and Services teams to align on <strong>customer acquisition priorities</strong></span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Align on account segmentation, whitespace targeting, and integrated demand generation campaigns</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Ensure coordinated, consistent execution across all routes to market</span></li> </ul> <p><span style="font-family:arial, helvetica, sans-serif"><strong><br>Market & Thought Leadership</strong></span></p> <ul type="disc"> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Represent the ANZ partner ecosystem within NetApp globally</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Act as a visible leader in the market across partner forums, customer engagements, and industry events</span></li> </ul></div></div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:14.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px"><b>Skills and Experience</b></H2> </div><div><p><span style="font-family:arial, helvetica, sans-serif">We recognise that great leaders bring diverse experiences and perspectives. If you don’t meet every requirement but believe you can add value, we encourage you to apply.<br><br></span></p> <ul type="disc"> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Significant experience in Channel, Alliances, or Partner Leadership roles within enterprise technology</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Demonstrated success in building partner ecosystems that deliver <strong>net-new customer acquisition and revenue growth</strong></span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Strong understanding of partner models including resellers, cloud partners, GSIs, and managed service providers</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Proven ability to lead high-performing, geographically distributed teams</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Strong commercial acumen, including GTM strategy, pipeline creation, and forecasting discipline</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Ability to influence and engage senior stakeholders across internal and external organisations</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">Excellent communication, collaboration, and relationship-building skills</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">A growth mindset with the ability to adapt, innovate, and lead through change</span></li> </ul></div></div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:14.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px"><b>Inclusion & Diversity</b></H2> </div><div><p><span style="font-family:arial, helvetica, sans-serif">At NetApp, we are committed to building a diverse and inclusive workplace where everyone can thrive. We believe that different perspectives drive better outcomes—for our customers, our partners, and our people.</span></p> <p><span style="font-family:arial, helvetica, sans-serif">We welcome applications from individuals of all backgrounds, experiences, and identities, and we are committed to creating an environment where everyone feels valued, supported, and empowered to succeed. Flexible working arrangements are available to support individual needs and circumstances.</span></p></div></div><div style="padding:10.0px 0.0px;border:1.0px solid transparent"><div style="font-size:14.0px;word-wrap:break-word"><H2 style="font-size:1.0em;margin:0.0px"><b>High Achievement Principles at NetApp</b></H2> </div><div><p style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif">At NetApp, high performance is driven by a shared set of principles that define how we work, lead, and succeed together:</span></p> <ul type="disc"> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif"><strong>Customer at the Center</strong> – We prioritise outcomes that matter most to our customers</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif"><strong>Ownership & Accountability</strong> – We take responsibility and deliver results with integrity</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif"><strong>Growth Mindset</strong> – We learn, adapt, and continuously improve</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif"><strong>Candor & Transparency</strong> – We communicate openly to achieve better outcomes</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif"><strong>Empowered Execution</strong> – We enable teams with clarity, not control</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif"><strong>Stronger Together</strong> – We partner to win as one team</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif"><strong>Inclusion & Belonging</strong> – We bring diverse perspectives together to drive innovation</span></li> <li style="font-family:arial, helvetica, sans-serif"><span style="font-family:arial, helvetica, sans-serif"><strong>Results with Impact</strong> – We focus on measurable business outcomes</span></li> </ul></div></div></div>