Keith Norbie
Chanhassen,MN
Summary
I am an Executive Leader at NetApp focused on growth in AI, Cloud and flash solutions within WW Partner Org. With over 28 years of experience in strategy, IT sales, business development, and strategic alliances, I have a proven track record of incubating emerging technologies and teams to market and bringing the future to the present.
My role is to lead NetApp WPO engagement at key partner and industry events, extending our presence and positioning our growth strategy. I align NetApp WPO efforts with partners to the Intelligent Data Infrastructure platform and growth strategy, while ensuring we have the right portfolio differentiation to win with our partner ecosystem in key areas like AI, Cloud and Flash solutions. I strive to create and deliver differentiated offers driven through a GTM strategy.
I am passionate about using AI and data for value and business advantage, and I have an AI education through The Wharton School and MIT Sloan School of Management. I have served on various advisory boards and have received multiple awards for my evangelism and innovation.
Overview
24
24
years of professional experience
Work History
Industry Consultant and Advisor
Norbie Enterprises
01.2013
- Event and Flash Storage Leadership: Created, hosted, and keynoted “Flash Storage Forum” converging 9 independent flash storage companies like SolidFire, Violin, Nutanix, Virident, Code42, Tegile, Pure, Coho, and Nimble.
Sr. Director, WW Partner Solutions and Sales Acceleration
NetApp
01.2021 - Current
- Strategy Development: x
- Solutions GTM: x
- Sales Acceleration: x
Director of Virtualization, Server, Storage Practice – East
Technology Integration Group
01.2013 - Current
- Solution Sales leadership: Led TIG to $6 million growth in 1st yr, led AT&T storage team and restructured partnering with EMC
- United Practices and simplified solutions selling: Led a new Software Defined Enterprise vision to unite Practices, simplify the solutions selling, and redefine key services.
- Leadership in Cloud: Assessed and redefined TIG’s Cloud Services portfolio in include key new partnerships with Unitas Global, VMware’s Hybrid Cloud, Amazon Web Services, and the discovery services needed.
- Presented, highlighted at VMworld 2013: Co-presented about how to run a practice leading with Manageability and assessments
- Featured in a video outtake.
- Speaking and branding leadership: Established multiple event themes, presenting at NLIT and created SDDC Rocks shirt that’s become a viral hit.
Director, Strategic Global Alliances
NetApp
01.2019 - 01.2021
- Sales Development: Driving my team of alliance managers, deal desk personnel and NetApp’s broader field/channel segment leads to create GTM motions and deal flow across SAN, Data Protection and VMware
- Cross Functional leader: Generating ~$500m AOP acceleration alliance plans and alignment with product, solutions, marketing, field and channel/pathways groups and even geo leaders
- Strategy planner: Aligned with and developed strategy relative to my alliances and corporate E-staff
Global Industry Solutions and Alliances Leadership, Lead to Business Units, VMware Alliance, and Veeam
NetApp
01.2016 - 01.2019
- Strategy and business plan leadership: Lead processes with Office of Strategy and GM’s of the BU’s for cross BU Alliance strategy and framework deliverables.
- Office of CTO Business Development: Developed prototype solutions microsite (EUClaunchpad.com) that focused towards uniting VDI solutions for partners, field and customers to consume holistically
- Also led the charge to drive launch of FlexPod SF, a converged infrastructure with Cisco.
- VMware Global Alliance leadership: Drove $1.6b Alliance developing solutions and GTM initiatives with BU’s, Field, Pathways and at global events like VMworld.
- Business Development leadership: Organized business development initiatives for global events to drive VIP briefings, account development framework, QBR’s, EBC’s and GTM framework/teamwork.
- Executive Staff leadership: Worked directly with CEO, E-Staff and supporting executive leadership globally
- Social Media leadership: theCUBE Alum appearing at Red Hat Summit and VMworld, active twitter and blogging
Global Alliances Leadership, VMware and Supporting Ecosystem Alliance
SolidFire
01.2014 - 01.2016
- Strategy leadership: Developed and delivered VMware and ecosystem strategy
- VMware Global Alliance leadership: Drove executive leader interlocks and key product, solutions alignment to produce Agile Infrastructure, a converged infrastructure
- Business Development leadership: Worked jointly with marketing to drive GTM to include leads, field events, training, and VMworlds
- Driving Sales: Drove VMware to be 65% of business and leadership with service providers and VMware vCloud Air DaaS global expansion
VP of Sales and Vendor Management
Nexus, A Stratos Company
01.2007 - 01.2013
- Strategy and logistics: Led key strategy planning behind focus areas based on value, differentiation, future market positions and execution layers needed to grow company over 10+ years into a $30M+ a year business that won industry awards and had a reputation as industry go to partner/leader.
- Business growth and transformation: Grew existing business from $0 commercial business to $32M and eventually $100M through new recruitment and acquisitions.
- Led growth in key new markets: Responsible for all operations, recruiting and sales development of new team members in Michigan and Florida, accounting for key organic growth in 2012.
- Sales Leadership: Led team of 21 that included 10 sales reps, 6 solution architects and 5 inside sales assistants
- Trained and mentored, providing ongoing leadership, to help break into new accounts and develop accounts to increase sales
- Created sales system, QBR’s, and led sales reps, inside sales, solutions architects, and CRM-based systems.
- Events and technology evangelism: Created up to 15 signature-marketing events each year to bring together industry movers and shakers in a fun, less formal environment
- Created skydive event with 5 airplane loads to celebrate cloud computing
- Attracted 100+ people to VDI Kung Fu event that attracted 40+ leads.
- Respected leader and industry expert who has been interviewed over 100 times by CRN.com and TechTarget, served as keynote speaker at large, national industry events
- Active industry blogger (keithnorbie.wordpress.com) and on Twitter (@keithnorbie).
Director of Storage and Virtualization
Nexus, A Stratos Company
01.2001 - 01.2007
- Recruited to start a new business growth segment with 3 others and transitioned early into a business development manager to start up a Storage and Cisco Practice for Nexus.
- Grew revenue from $0 to $8M by reshaping storage division to VMware focus with storage.
- Established early partnerships and adoption before vendor established market leadership - EMC (2000), Email Archiving (KVS), VMware (ESX2), and Data Domain (2nd gen product).
Education
Bachelor of Arts - Communications
University of Minnesota - Duluth
Duluth, MN05.1994
Skills
- Strategic Planning
- Sales Leadership
- Artificial Intelligence
- Creativity
- Vision Development
- Team Leadership
- Organizational Development
- Business Unit Management
- Amplifying Influence
Additionalinformation
Served on Holes Fore Hope charity board, Multiple Partner Advisory Boards – VMware, EMC, CommVault, and Nutanix, Member, Twin Cities Magazine Editorial Review Board - Technology sector, Received Honorable Discharge from Air National Guard: Activated and deployed for stateside support of Desert Storm., Former chairman and board member of Cross View Church in Edina, remain active volunteer, Help coach youth baseball and football, Organize annual Neighborhood Night Out event, Previously achieved Level 3 Fully Certified PSIA Ski Instructor (not currently active)
Awardsrecognition
- Named to VMware’s Partner Technical Advisory Board and Nutanix Advisory Council
- Recipient of VMware vExpert 2012 - current for significant contributions to the VMware virtualization and cloud community.
- Recipient of VMworld 2012 vExpert Award for social media, community and team, given based on creation of skydiving event "Cloud Superstition" and for planning other key industry events/activities.
- Led Nexus Information Systems (pre-acquisition) to prestigious CRN Tech Elite 250 Elite Editor’s Choice status, cited as the technology equivalent of Special Forces.
- Featured in May 2010 issue of Twin Cities Business magazine on the topic of "which IT projects are surviving the budget cuts?"
- CRN.com article said: Keith Norbie is "widely recognized in the vendor community for his ability to bridge the line of business and information technology gap that often inhibits technology purchases."
Education - Programs
- MIT Sloan + CSAIL, Artificial Intelligence: Implications for Business Strategy Program, 2020
- The Wharton School, Artificial Intelligence for Business, 2020
- University of Minnesota-Duluth, Bachelors of Arts, Communications, 1994
Timeline
Sr. Director, WW Partner Solutions and Sales Acceleration
NetApp
01.2021 - Current
Director, Strategic Global Alliances
NetApp
01.2019 - 01.2021
Global Industry Solutions and Alliances Leadership, Lead to Business Units, VMware Alliance, and Veeam
NetApp
01.2016 - 01.2019
Global Alliances Leadership, VMware and Supporting Ecosystem Alliance
SolidFire
01.2014 - 01.2016
Industry Consultant and Advisor
Norbie Enterprises
01.2013
Director of Virtualization, Server, Storage Practice – East
Technology Integration Group
01.2013 - Current
VP of Sales and Vendor Management
Nexus, A Stratos Company
01.2007 - 01.2013
Director of Storage and Virtualization
Nexus, A Stratos Company
01.2001 - 01.2007
Bachelor of Arts - Communications
University of Minnesota - Duluth
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