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Alliance Success Lead (AWS) - Hitachi Digital

Location: Olympia, Washington, United States
Job ID: R0010795
Date Posted: Dec 12, 2022
Segment: Others (Including Headquarters and R&D )
Business Unit: Hitachi Regional Headquarters
Company Name: Hitachi America, Ltd.
Profession (Job Category): Other
Job Type (Experience Level): Experienced
Job Schedule: Full time
Remote: Yes

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The Company

Hitachi, Ltd headquartered in Tokyo, Japan, is focused on its Social Innovation Business that combines information technology (IT), operational technology (OT), and products.  Hitachi is working to increase social, environmental, and economic value for its customers across six domains; IT, Energy, Industry, Mobility, Smart Life, and Automotive Systems through Lumada, Hitachi’s advanced digital solutions, services, and technologies for turning data into insights to drive digital innovation. 

The Role

Working for Hitachi Digital, the Alliance Success Lead, AWS Ecosystem will act as the business leader; you will partner with Hitachi Digital Group companies’ stakeholders and Lumada Alliance Partner teams to maximize growth. The position will report directly to the Chief of Alliance Growth Ecosystem In this role, you will lead in shaping AWS's Growth strategy, driving negotiations and conciliations among key stakeholders across the Hitachi group by considering the following:

  • Owns the AWS business development, partner relationships, TCV, and accelerate revenue quota targets (Sell To/With/Through) for Hitachi Digital Group companies (Hitachi Vantara & GlobalLogic).

  • Expand the scale of business transactions between AWS and the Hitachi Group companies to establish a stronger position

  • A leader with a well-established relationship and execute/accelerate AWS partner strategy for 2022 and beyond, which should result in improved partner status level, significant new qualified pipeline/opportunities, increased brand credibility, and ultimately influence revenue growth

  • A self-driven, experienced collaborator who has worked in a Cloud partnership and ideally has a network of contacts at AWS

  • Envision required functions, decision-making and governance structure, and operational models

  • Lead the inbound and outbound engagements with respect to the AWS partnership including alignment with partner, sales, and marketing teams to help drive Hitachi Digital strategy, GTM strategy, co-marketing strategy, sales enablement, and all activities required to develop with AWS

  • Monitor and accelerate the scale of business transactions obtained through the strategic alliance partners in charge via the One Hitachi approach

The role will be based in North America, focus on the Americas GTM, and later will be extended to global coverage to maximize benefits for the entire Group.

The Person

You will be a highly collaborative leader with an understanding of business development and alliance development/management considering the following points while complying with laws and regulations.

  • 15+ years professional experience in sales, marketing, alliance, with last 5 years in cloud business market

  • A successful track record of working in driving growth via partnerships combined with deep knowledge of the alliance landscape. Significant experience partnering or working with AWS go-to-market and partnering strategy

  • A background in working with hyper-scaling companies including a network of professional contacts

  • Thorough understanding of the Cloud technology space including how Hitachi Digital group companies can use alliance relationships to their advantage

  • Develop proactive relationships with key buyers and decision-makers at new and existing clients by utilizing a differentiated roadmap and framework

  • Experience in program management, product management, product marketing, technology consulting, cloud, technology partnerships, or equivalent, coupled with relationship management

  • Enable field team success across the sales lifecycle of market development, shaping, pipeline management, and proposal submission to deal closure.

  • Align with AWS’s strategic priorities and roadmap and identify new opportunities for joint solutions/sales plays/industry alignment/field Connects.

  • Interacts with senior management levels at clients and within Hitachi group, determines pursuit strategies, develops client messaging plans and relationships, and applies industry-leading digital transformation strategies and practices

  • Work with AWS team to present Yearly, Quarterly plans and results to Hitachi Digital senior leadership teams and run QBR with partners

  • Own and drive the AWS Certification, Competency, and Specialization program across Hitachi Digital group companies

  • Action orientated with an entrepreneurial spirit as demonstrated by past business success

  • Work collaboratively with sales and marketing to represent Hitachi Digital at various events

  • An ability to grow and inspire teams through thought leadership

  • Ability to react quickly to changing business and strategy needs, build consensus with stakeholders, and confidence to drive accountability at all levels

  • Advanced analytical and problem-solving skills coupled with a strategic approach

  • Excellent communication, presentation, interpersonal and influencing skills

  • Certification in AWS is nice to have

Our Values

We are proud to say we are an equal opportunity employer and welcome all applicants for employment without attention to any factor that doesn’t impact your ability to do the job, including race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.  We are proud of Japanese heritage, with our values expressed through the Hitachi Spirit:

Wa – Harmony, Trust, Respect

Makoto – Sincerity, Fairness, Honesty, Integrity

Kaitakusha-Seishin – Pioneering Spirit, Challenge

As required by the Colorado Equal Pay Act, the expected salary for this position is $225,000 – $260,000. 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 America’s variable pay program, as well as our Health and Welfare and Retirement programs, subject to the programs’ conditions and restrictions.

Equal Opportunity Employer (EOE)-Females/Minorities/Protected Veterans/Individuals with Disabilities.

If you need a reasonable accommodation to apply for a job at Hitachi, please send the nature of request and contact information to [email protected] Queries other than accommodation requests will not be responded to.

Equal Opportunity Employer (EOE)-Females/Minorities/Protected Veterans/Individuals with Disabilities

If you need a reasonable accommodation to apply for a job at Hitachi, please send the nature of request and contact information to [email protected] Queries other than accommodation requests will not be responded to.

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