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OEM Business Technologist

Location: Santa Clara, California, United States
Job ID: 1020646HV
Date Posted: Aug 1, 2022
Segment: IT
Business Unit: Hitachi Vantara
Company Name: Hitachi Vantara Corporation
Profession (Job Category): Data Analytics/Business Intelligence

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Purpose of the job:

To provide technical, business consulting, architecture and solution development expertise for OEM partners to drive new revenue growth for Hitachi Ltd. This role provides presales technical support and pre-sales account management working closely with the OEM partner (e.g. HPE Tier 1 business). Functions as the primary point of contact for presales support. He/she is the chief technology architect of the solution portfolio for OEM products, providing overall coordination of technical resources and solution design. Demonstrates strong knowledge of Hitachi/Hitachi Vantara enterprise solutions. There are 3 primary skillsets that are important:

Deep Technical Knowledge

10+ years of Enterprise Storage experience in either a Pre-Sales or Technical Support role on Hitachi Enterprise Storage products is a requirement. Both the Hitachi storage hardware platform and associated management software catalog are complex and constantly evolving topics that require a strong base understanding in order to maintain technical proficiency. Strong software skills and at least some Public Cloud technical knowledge are also important based on industry trends.

Pre-Sales Experience

Experience in a Customer facing role is critical to understanding our customers' storage purchase criteria, and more importantly, what influences it. There is simply no replacement for the lessons learned during hard fought sales campaigns, including competitive research, crafting RFP responses, and customer relationship management. Presenting technical topics to technical folks, overcoming customer objections, and sharpening your message are all PreSales skillsets that are useful in this role. Observing and understanding what motivates Sales people and Sales Management is also a very valuable skill learned only through experience.

Collaborative Intelligence

The sheer number of people supporting XP storage is quite large, global, and diverse considering all of the Hitachi, Hitachi Vantara, and HPE staff involved. Working as a member of multiple extended teams requires a collaborative approach with varying degrees of leadership, trust, and delegation required for success. Experience working with large teams, frequent collaboration, and especially experience with Product development/engineering teams would be helpful.

Key functions will include:
  • Provides awareness and evangelize HPE solution to the HPE sales, pre-sales, and other regional sales teams.
  • Develops regional Champions and Win Teams to help promote HPE solutions
  • Works with the HPE in developing and maintaining engagements that provide solutions to meet customers' needs.
  • Responsibility for leading and managing a virtual team of technical support resources from Hitachi Ltd. to deliver the development and launch of OEM partner Tier 1 solutions
  • Responsibility for building and developing the technical relationship/ownership with the respective business owners at HPE.
  • Assist the HPE sales team in the development and execution of a their account strategy designed to achieve sustainable year over year revenue growth.
  • Build solutions based an agreed reference architecture and best practices
  • Provide direct feedback to Product Management about product enhancement requirements, this would include gap analysis of product requirements against current state versus future state.
  • Provide thought leadership in all aspects of data mobility, information management and the application of storage technologies.
  • Participates in account planning and territory reviews where possible.

Functional Expertise:
  • Recognize, analyze and act regarding solution development opportunities, go-to-market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
  • Extensive knowledge of storage industry solution offerings from all key alliances targets and competitors.
  • Strong business acumen and negotiation skills
  • Project management experience
  • Behavioral and Interpersonal
  • Team player. Strong drive.
  • Strong presentation and communication skills
  • Ability to work collaboratively, across all functions & throughout the company
  • Results oriented individual
  • Ability to creatively apply Hitachi solution capabilities.
  • Be the technology/business evangelist for Hitachi.
  • Leadership skills to guide & mentor the Hitachi technical team to build and integrate solutions to meet customer requirements. Have in-depth knowledge of Social Innovation solutions, vision for virtualization and cloud computing.

Education and Experience Requirements:
  • A minimum of ten years' experience; working for a major storage provider in a technical leader role.
  • Knowledge of Japanese and/or working experience in Japan is an added advantage
  • Knowledge and experience in defining solutions with Hitachi technology and services to deliver a higher value (Total Solution) to a customer.
  • Proven track record of technical account management.
  • Business consulting skills
  • Experience in technical account management, business development or alliance management roles in enterprise IT technology vendors
  • Proven ability to build relationships at executive level
  • Proven record of delivering quality technical support services
  • Consultancy experience preferred
  • Advanced degree desirable

Our Company

Hitachi Vantara is part of the Global Hitachi family. We balance innovation with an open, friendly culture and the backing of a long-established parent company, known for its ethical reputation. We guide customers from what's now to what's next by unlocking the value of their data and applications to solve their digital challenges, achieving outcomes that benefit both business and society.

Our people are our biggest asset, they drive our innovation advantage and we strive to offer a flexible and collaborative workplace where they can thrive. Diversity of thought is welcomed and our employee base is represented by several active Employee Resource Group communities. We offer industry leading benefits packages (flexible working, generous pension and private healthcare) and promote a creative and inclusive culture. If driving real change gives you a sense of pride and you are passionate about powering social good, we'd love to hear from you.

Our Values

We strive to create an inclusive environment for all and are open to considering home working, compressed/flexible hours and flexible arrangements. Get in touch with us to explore how we might be able to accommodate your specific needs.

We are proud to say we are an equal opportunity employer and welcome all applicants for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. With Japanese roots going back over 100 years, our culture is founded on the values of our parent company expressed as the Hitachi Spirit:

Wa - Harmony, Trust, Respect

Makoto - Sincerity, Fairness, Honesty, Integrity

Kaitakusha-Seishin - Pioneering Spirit, Challenge
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