Function

Partners

Our Company

We’re Hitachi Vantara, the data foundation trusted by the world’s innovators. Our resilient, high-performance data infrastructure means that customers – from banks to theme parks ­– can focus on achieving the incredible with data.   

If you’ve seen the Las Vegas Sphere, you’ve seen just one example of how we empower businesses to automate, optimize, innovate – and wow their customers. Right now, we’re laying the foundation for our next wave of growth.  We’re looking for people who love being part of a diverse, global team – and who get excited about making a real-world impact with data.

Job description

Director of Partner Sales East

What You’ll be Doing

The Partner Leader is responsible for establishing business alliances and partnerships within key Partner accounts for the Hitachi Vantara Eastern Region As the Region Partner Leader, he/she ensures the identification, retention, growth and customer satisfaction of strategic business, working in sync with the Eastern CMT VP’s GTM strategy. The Partner Leader works with internal departments on contracts, renews and upgrades existing agreements and conducts strategic analysis of market trends, competition, leveraging product teams to develop joint solutions and new opportunities. The Partner Leader is accountable for achieving revenue and margin objectives within the region. He/She provides support with the Americas leadership both Indirect and Direct. Partner Leader will coordinate all operational aspects of the partner ecosystem… which includes tactical and strategic planning, leadership relationship development and operational oversight with laser focus on driving revenue. Facilitation and coordination with other National and Global Leads, managing of programs and joint selling with other geo-based teams responsible for the assigned SI partner(s) that continually seeks to improve its performance, and drive worldwide SI revenues. This role is specific to leading and managing the partner ecosystem for all districts that roll up into the Eastern Region.  Midwest/Northeast/NYC/NJ/Mid-Atlantic/Southeast. Ideal candidate should reside near major airport in region. 
 

Responsibilities

• Develop a next-generation regional business strategy which covers short, medium and long-term view. The strategy will include: prioritizing strategic solutions for key industry business verticals, building a catalogue of solutions for partners to take to market, driving/managing field engagement with the partner teams, aligning top executives and managing an active pipeline necessary to exceed assigned quota.
• Establish medium and long-term business objectives including investment plans and company-level strategy shifts required to significantly grow the Partner and Hitachi Vantara’s (HV) business.
• Passionately own and/or manage assignment of all primary Partner executive relationships as part of the broader strategic direction.
• Establish solid relationships within the Eastern Region accounts and direct account related activities to ultimately achieve better account control than the competition. Provide quarterly QBR’s with assigned executive sponsors from HV and the Partner executives.
• Lead the development of a strategic plan, in collaboration with the East VP and District Managers to advance the company's mission and objectives and to promote revenue, profitability, and growth for the nominated partner.
• Coordinate with internal teams to develop unique/specific solution offerings that are repeatable with counterparts that will be accepted in the market place, that provide joint wins for HV and partner specified.
• Create and maintain a high priority pipeline and forecast to both Region VP and the Americas Partner VP.
• Evangelize and engage with HV Field Sales and Management to educate on Partners Solution and how to work with said Partner. Responsible for integrity of proposals submitted including the overall structure of the deal and the pricing of the opportunity per price approval guidelines.
• Drive a plan to achieve assigned quota by defining necessary activities, key relationships and strategic solutions to exceed sales targets.

What You Will Bring to the Team

• A minimum of seven year’s experience to include directly managing a Partner team; OR working for a National Partner in a client facing consulting role OR in an industry-based consulting role e.g. Healthcare Life Sciences, Communications Media and entertainment sector, Financial Services etc.
• Proven track record of sales success, achieving quotas, thinking big and growing revenue streams.
• Executive presence and ability to influence (sell) to all levels within the partner assigned, customers and our internal organization.
• Demonstrated ability to work in a highly complex, matrix work environments with multiple stakeholders.
• Must have a strong executive presence and demonstrate the ability to generate and maintain relationships at all levels within the Partner community plus exhibit the ability to “sell ideas” and influence senior leadership internally and externally.
• Strong business acumen and technology knowledge. Background in Digital Transformation, IoT, big data, analytics and key application (Oracle, Microsoft or SAP) a plus.
• Flexibility to travel for 50% of the time.
• Inspiring communication skills; verbal, written and presentation.
• Must be able to lead a virtual team

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About us

We’re a global team of innovators. Together, we harness engineering excellence and passion for insight to co-create meaningful solutions to complex challenges. We turn organizations into data-driven leaders that can a make positive impact on their industries and society. If you believe that innovation can inspire the future, this is the place to fulfil your purpose and achieve your potential.

Fostering innovation through diverse perspectives

Hitachi is a global company operating across a wide range of industries and regions. One of the things that sets Hitachi apart is the diversity of our business and people, which drives our innovation and growth.

We are committed to building an inclusive culture based on mutual respect and merit-based systems. We believe that when people feel valued, heard, and safe to express themselves, they do their best work.

How we look after you

We help take care of your today and tomorrow with industry-leading benefits, support, and services that look after your holistic health and wellbeing. We’re also champions of life balance and offer flexible arrangements that work for you (role and location dependent). We’re always looking for new ways of working that bring out our best, which leads to unexpected ideas. So here, you’ll experience a sense of belonging, and discover autonomy, freedom, and ownership as you work alongside talented people you enjoy sharing knowledge with.

We’re proud to say we’re an equal opportunity employer and welcome all applicants for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran, age, disability status or any other protected characteristic. Should you need reasonable accommodations during the recruitment process, please let us know so that we can do our best to set you up for success.