Job Summary

The MSP Partner Development Manager drives the recruitment, development, and growth of strategic Managed Service Providers (MSPs) across the assigned territory. The role is focused on accelerating partner-led revenue, expanding recurring services, and building partner capabilities around NetApp's Intelligent Data Infrastructure, Cyber Resilience, Hybrid Cloud, and AI solutions.

Working closely with Sales, Partner Solutions Architects, Cloud Alliances, Marketing, and distribution, the MSP Partner Development Manager acts as a trusted advisor to MSPs leadership teams, helping them develop new service offerings, increase NetApp wallet share, and deliver customer business outcomes. 

Job Responsibilities

Partner Growth & Business Planning

• Recruit, develop, and manage strategic MSP partnerships.
• Create and execute joint business plans aligned to revenue, consumption, and growth objectives.
• Conduct executive business reviews and drive accountability against agreed outcomes.

Practice & Capability Development

Help MSPs build and grow practices centred on: 

• Intelligent Data Infrastructure
• Hybrid Cloud
• Cyber Resilience
• AI Infrastructure
• Accelerate MSP readiness through enablement, competencies, certifications, and solution adoption.

Pipeline & Revenue Acceleration

• Drive joint pipeline generation and MSP-led opportunity creation.
• Facilitate co-sell engagement between MSPs and NetApp field teams.

Executive Relationship Management

• Develop trusted relationships with MSP executives and business leaders.
• Influence investment decisions, strategic priorities, and go-to-market execution.
• Position NetApp as a strategic platform for data, AI, and cyber resilience transformation.

Success Measures

Business Growth

• Partner-generated revenue and influenced bookings
• Consumption growth
• Recurring managed services revenue
• Pipeline creation and conversion

Partner Development

• MSP recruitment and activation
• Joint business plan execution
• New service offerings launched
• NetApp wallet share growth

Capability & Outcomes

• Solution competencies achieved
• Enablement engagement
• AI and Cyber Resilience practice development
• Customer adoption and expansion

Job Requirements

• Experience working with MSPs, service providers, distributors, or channel partners, with an understanding of how they build, sell, and deliver technology services to customers.
• Experience driving indirect revenue growth and partner transformation.
• Strong relationship-building and communication skills, with the ability to collaborate effectively across partner and internal teams.
• Knowledge of cloud, data infrastructure, cybersecurity, AI, or managed services markets.
• Ability to influence across complex partner and internal stakeholder ecosystems.