GSI Partner Technical Lead

Job Summary

The PTL for GSI role is the technical lead for the assigned partners or region. They engage with the Partner Ecosystem to build technical competencies, develop and execute technical enablement plans, and support sales cycles by providing deep technical expertise. Working in collaboration with the entire Partner team, they will be responsible for understanding the long-term vision, business challenges, how Net App’s portfolio can play a part, and will own the technical aspects of the development plan.

This role will deliver technical solutions that drive Net App products, solutions, and services inclusion in Partner-led opportunities.

• Build relationships with partner technical teams across different levels while understanding their capabilities and goals
• Align and execute the technical aspect of joint business plans with partner management and partner teams
• Develop joint solutions with products and services
• Deliver NDA content, drive conference participation
• Promote partner capabilities within Net App aligned with Net App’s product priorities
• Activate partner sales force with the latest Net App solutions
• Maintain relationships with Net App’s technical leadership
• Coordinate partner enablement plans for certifications and competencies
• Technical enablement plan creation and metrics tracking
• Competitive awareness (Pure, Dell EMC, HPE, Vast, Nutanix)
• Ability to run meetings independently and conduct one-to-many enablement sessions

• Support partners in identifying Net App opportunities
• Assist Net App sellers in identifying opportunities for partner offerings
• Contribute to pipeline-generating activities focused on partner-originated pipeline
• Proactively find, qualify, and develop new collaborative opportunities
• Facilitate collaboration between Net App and partner teams for joint account mapping and pursuit planning
• Support partner teams with complex sales cycles while transferring knowledge
• Customer engagement expectations (visits, feedback loops)
• Alliance partner relationship building
• Thought leadership (blogs, white papers, Linked In)
• Map portfolio feature and functionality to partner business growth, such as services, consulting, and design in solutions
• Foster a strong preference for Net App technologies among partner technical roles, making Net App the default solution recommended by PTL-supported resources

• Typically requires a minimum of 8 years of related experience with a Bachelor’s degree, or equivalent work experience.
• Proven experience with Global Systems Integrators
  , including a deep understanding of their business models, market position, and role within Net App and the industry
• Proactive "hunting mentality" to identify and pursue new business opportunities that drive growth and expand market presence
• Ability to develop and lead technical strategy for Strategic GSI Partners, thinking strategically to set goals and objectives for the partnership
• Technical expertise in network-server-storage, cloud, relevant workloads, enterprise storage/server, and business continuity
• Strong communication skills across various personas and organizational levels within partner organizations
• Sales acumen with insight into sales processes, motivators for sales professionals (internal and external), and competitive partner programs
• Skilled negotiator capable of resolving complex situations while maintaining positive relationships
• Collaborative self-starter who works effectively with cross-functional teams and builds personal relationships independently
• Pre-sales experience
  , including responding to RFP technical sections, product configurations and sizing, demonstrations, proof of concepts, and technical feasibility assessments

Compensation:
The target salary range for this position is 205, USD. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. The range is based on 'On Target Earnings’ (OTE) representing the total potential earnings, which is the sum of the base salary and potential commission earned when performance targets are achieved.

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, employee stock purchase plan, and/or restricted stocks (RSU’s). These offerings are subject to regional variations and governed by local laws, regulations, and company policies.

We will provide detailed information about the specific benefits for your region during the recruitment process.