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Federal Systems Integrator Rep.

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Location: Reston, Virginia, United States
Job ID: 1021693HV
Date Posted: Oct 6, 2022
Segment: IT
Business Unit: Hitachi Vantara
Company Name: Hitachi Vantara Corporation
Profession (Job Category): IT, Telecom & Internet

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Hitachi Vantara Federal

Hitachi Vantara Federal (HVF) combines technology, intellectual property, and industry knowledge to deliver data-managing solutions that help enterprises improve their customers' experiences, develop new revenue streams, and lower the costs of business. Hitachi Vantara Federal elevates your innovation advantage by combining IT, operational technology (OT) and domain expertise. Join our team and our employee-focused culture and help drive our customers' data to meaningful customer outcomes.

The Role

This role will serve as a Federal Systems Integrator Rep. that will work in partnership with the sales team. HVF has a team of Account Executives (AE's) that are responsible for the end-customer relationship in the Defense, and Intelligence space. HVF is also building a Channel strategy and team that will be primarily responsible for the Value-Added Reseller (VAR) partner community. HVF has a significant market opportunity in Systems Integrator partnerships. This role will be primarily responsible for identifying and developing the SI relationships so that they can drive a meaningful revenue stream for HVF. The SI/BDM will focus on existing SI contracts (near term revenue) as well as prospective contracts that the SI community may be pursuing (longer term revenue). A successful candidate for this position is a highly motivated individual, with a strong sales background. The role will require significant time spent with the SI community at their facility and potentially with their project teams to both build relationships as well as determine how HVF can add value to their efforts. Strong existing relationships with the SI community is important. The SI component of the HVF strategy is a key pillar along with the end customer and VAR elements.


• Responsible for partnering with sales to drive account and opportunity level sales capture plans.
• Responsible for discovering and cultivating net new incremental revenue opportunities within existing and new Systems Integrator accounts and gaining access to new business through the SI partnerships.
• Partner closely with Account Executives in selling into targeted accounts driving growth where the Systems Integrator has the lead.
• Develop sales presentations and value messaging that supports HVF value propositions and industry differentiators for the SI community.
• Help drive, execute, and reinforce the GTM strategy and target performance area sales campaigns to drive net new growth.
• Establish growth goals and develop an account plan for achievement


• 7+ years successful quota attainment selling infrastructure and analytics in the federal marketplace; ideally with or through Federal Systems Integrators.
• Self-Starter - highly motivated and self-driven to not only meet but exceed annual performance goals.
• High degree of proficiency in federal market and comprehension of industry trends, client needs and business drivers.
• Strong business acumen and experience developing and delivering client facing sales presentations.
• Must be able to articulate understanding of current market trends at a level that provides immediate credibility and client engagement.
• Work under minimal supervision on complex projects - strong self-motivation.
• Strong interpersonal skills and ability to excel in a team-oriented atmosphere.
• Strong written communications skills.
• Must want a career-oriented environment that is both fun and professional.
• Strong customer service orientation and ability to develop and maintain relationships.

As part of our overall strategy and commitment to maintaining a safe and healthy workplace, Hitachi Vantara Federal requires that all employees be fully vaccinated against COVID-19 as a condition of employment, subject to reasonable accommodation and other requirements under applicable federal, state, and local law. If you have any questions about this policy or require an exemption from this policy due to a medical reason, or because of a sincerely held religious belief, please contact Jennifer Shelton, Director Human Resources.

Our commitment to diversity, inclusion and equality.
Hitachi Vantara Federal is committed to building a strong, inclusive culture that embraces diversity in our business. We will foster a sense of belonging by:
• Recruiting, retaining, developing, and mentoring a diverse workforce at all levels of the organization.
• Listening and providing opportunities for feedback to create an environment that values employees' perspectives and unique experiences.
• Striving to hold ourselves accountable as an organization, as individuals, and as leaders to learn, grow and continue to evolve our DEI strategy.

We are an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
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