Job description

LOCATION Candidates must currently reside in the Western United States. Eligible locations include Arizona, Texas (Dallas), Illinois (Chicago), California, with consideration for other Western U.S. locations that support effective regional coverage. Strong preference will be given to candidates based in a major metropolitan area, including Phoenix/Chandler, the San Francisco Bay Area, including San Francisco, San Jose, and Cupertino. Candidates should have convenient access to a major airport and be able to travel regularly to Insight offices and partner engagements throughout the assigned region. Proximity to Insight offices or key partner teams is preferred. JOB SUMMARY NetApp is seeking a Partner Technical Lead (PTL, or otherwise known as a Partner/Channel Sales Engineer) aligned to Insight to strengthen partner technical expertise, expand engagement, and help Insight teams confidently position NetApp solutions within their customer offerings. This senior technical role combines enterprise infrastructure expertise, partner enablement, and relationship development. You will work closely with NetApp Partner Managers and Insight’s technical leaders, architects, engineers, and sellers to build technical capability and connect NetApp’s portfolio to customer business needs. Your primary focus will be developing Insight’s ability to independently discover, position, and sell NetApp solutions. Through practical training, technical demonstrations, workshops, and joint planning, you will build lasting partner capability that supports customer value and joint business growth. Success in this role is driven by partner engagement, technical readiness, and adoption of NetApp solutions within Insight’s offerings. The role centers on enabling partner teams, with selective opportunity support that builds their ability to lead independently. WHAT YOU'LL DO • Serve as NetApp’s primary technical enablement resource for Insight across the USA, building strong relationships with partner technical leadership, solutions architects, engineers, and sellers. • Develop and execute technical enablement plans with NetApp Partner Managers and Insight stakeholders, aligning activities to partner priorities, technical readiness, and joint business goals. • Build Insight’s ability to independently conduct technical discovery, identify customer needs, articulate business value, and position differentiated NetApp solutions. • Deliver engaging in-person and virtual technical workshops, demonstrations, whiteboarding sessions, lunch-and-learns, and training tailored to different audiences and levels of expertise. • Help Insight teams understand where NetApp fits within their broader infrastructure portfolio and how to incorporate NetApp into their solutions, services, and go-to-market offerings. • Translate technical capabilities into customer outcomes, including infrastructure modernization, operational efficiency, data protection, cyber resilience, and hybrid cloud data management. • Assess partner technical strengths and capability gaps, then create practical development plans that support deeper expertise, relevant certifications, and greater confidence leading customer conversations. • Contribute to partner business reviews and technical planning discussions, communicating progress, engagement, readiness, and opportunities for further development. • Provide technical guidance on partner-led opportunities when it advances partner learning and independence, coordinating with account-aligned NetApp teams for customer-specific sales execution. • Connect Insight stakeholders with appropriate NetApp specialists and resources to address deeper technical requirements and broaden portfolio knowledge. • Share partner feedback with internal teams to improve enablement content, technical resources, and alignment with partner needs. • Travel regularly throughout the assigned region and to relevant partner offices, meetings, and events to strengthen relationships and deliver enablement. QUALIFICATIONS • 7+ years of recent/current technical pre-sales experience with enterprise storage or closely related infrastructure technologies, such as virtualization, compute, data protection, converged infrastructure, or cloud storage. • 5+ years of experience working with and enabling channel partners in a technical capacity, such as a Channel Solutions Engineer, Sales Engineer, Solutions Architect, or Technical Enablement Lead. This experience may overlap with the infrastructure experience requirement. • Strong understanding of enterprise storage fundamentals and how storage integrates with applications, virtualization platforms, data center architectures, and cloud environments. • Demonstrated ability to develop partner technical capability through training, demonstrations, workshops, technical coaching, and relationship building. • Understanding of VAR and systems integrator business models, including how partners position, sell, deliver, and support enterprise technology solutions and services. • Ability to connect technical capabilities to business needs and teach partner teams to communicate value beyond product features. • Strong presentation, facilitation, and communication skills, with the ability to engage technical and non-technical audiences. • Proven ability to build credibility with senior technical stakeholders, influence without direct authority, and collaborate across partner and internal teams. • Ability to independently manage regional priorities, maintain partner commitments, and evaluate enablement effectiveness. • Willingness and ability to travel regularly for partner meetings, training, and events. • Experience working with Insight or another large national solutions provider is preferred. • Experience with NetApp technologies, will always be a plus. Compensation: The target salary range for this position is 197,200 - 255,200 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.

Requirements

Must-haves

Serve as NetApp’s primary technical enablement resource for Insight across the USA, building strong relationships with partner technical leadership, solutions architects, engineers, and sellers.
Develop and execute technical enablement plans with NetApp Partner Managers and Insight stakeholders, aligning activities to partner priorities, technical readiness, and joint business goals.
Build Insight’s ability to independently conduct technical discovery, identify customer needs, articulate business value, and position differentiated NetApp solutions.
Deliver engaging in-person and virtual technical workshops, demonstrations, whiteboarding sessions, lunch-and-learns, and training tailored to different audiences and levels of expertise.
Help Insight teams understand where NetApp fits within their broader infrastructure portfolio and how to incorporate NetApp into their solutions, services, and go-to-market offerings.
Translate technical capabilities into customer outcomes, including infrastructure modernization, operational efficiency, data protection, cyber resilience, and hybrid cloud data management.
Assess partner technical strengths and capability gaps, then create practical development plans that support deeper expertise, relevant certifications, and greater confidence leading customer conversations.
Contribute to partner business reviews and technical planning discussions, communicating progress, engagement, readiness, and opportunities for further development.
Provide technical guidance on partner-led opportunities when it advances partner learning and independence, coordinating with account-aligned NetApp teams for customer-specific sales execution.
Connect Insight stakeholders with appropriate NetApp specialists and resources to address deeper technical requirements and broaden portfolio knowledge.
Share partner feedback with internal teams to improve enablement content, technical resources, and alignment with partner needs.
Travel regularly throughout the assigned region and to relevant partner offices, meetings, and events to strengthen relationships and deliver enablement.
Strong understanding of enterprise storage fundamentals and how storage integrates with applications, virtualization platforms, data center architectures, and cloud environments.
Demonstrated ability to develop partner technical capability through training, demonstrations, workshops, technical coaching, and relationship building.
Understanding of VAR and systems integrator business models, including how partners position, sell, deliver, and support enterprise technology solutions and services.
Ability to connect technical capabilities to business needs and teach partner teams to communicate value beyond product features.
Strong presentation, facilitation, and communication skills, with the ability to engage technical and non-technical audiences.
Proven ability to build credibility with senior technical stakeholders, influence without direct authority, and collaborate across partner and internal teams.
Ability to independently manage regional priorities, maintain partner commitments, and evaluate enablement effectiveness.
Willingness and ability to travel regularly for partner meetings, training, and events.

Nice-to-haves

Experience working with Insight or another large national solutions provider is preferred.
Experience with NetApp technologies, will always be a plus.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: eightfold
Effort: medium

Benefits

Benefits detected in the listing.

Health Insurance

Paid Time Off