Function

Our Company

Were Hitachi Vantara the data foundation trusted by the worlds innovators. Our resilient high-performance data infrastructure means that customers from banks to theme parks can focus on achieving the incredible with data.

If youve seen the Las Vegas Sphere youve seen just one example of how we empower businesses to automate optimize innovate and wow their customers. Right now were laying the foundation for our next wave of 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 Youll 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 VPs 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 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 Vantaras (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 QBRs 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 companys 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 years 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

As required by the equal pay and transparency acts the expected base salary for this position is: $195K to $265K Expected on-target earnings: $278K to $379K

The expected pay is determined based on a variety of factors including but not limited to depth of experience in the practice area. Employees are eligible to participate in Hitachi Vantaras bonus/variable/commission pay programs where applicable and are subject to the programs conditions and restrictions.

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About us

Were 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. Were also champions of life balance and offer flexible arrangements that work for you (role and location dependent). Were always looking for new ways of working that bring out our best which leads to unexpected ideas. So here youll experience a sense of belonging and discover autonomy freedom and ownership as you work alongside talented people you enjoy sharing knowledge with.

Were proud to say were 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.