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Federal Channel Manager Leader

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Location: Reston, Virginia, United States
Job ID: 1023131HV
Date Posted: Mar 30, 2023
Segment: IT
Business Unit: Hitachi Services & Platforms
Company Name: Hitachi Vantara Corporation
Profession (Job Category): IT, Telecom & Internet

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Hitachi Vantara Federal

Hitachi Vantara Federal transforms United States federal agencies from data-rich to data-driven. We are a trusted advisor to our customers around mission-critical data needs. From intelligent data platforms and digital infrastructure systems to consulting expertise, we deliver resilient digital products, processes, and experiences that accelerate innovation and create competitive advantages for the United States federal government. Hitachi Vantara Federal is a FOCI-mitigated subsidiary of Hitachi Vantara. Join our team and our employee-focused culture and help drive our customers' data to meaningful customer outcomes.

The Role
Our Federal Channel Leader will be responsible for the design, management & execution of HVF's Channel and Distribution Partner Programs. In addition to the partner programs, the Channel Programs Managers will manage deal registration, sales engagement, partner training, partner success programs and support partner events.

• The Channel Leader will set the direction and roadmap for the overall Channel Program. They will define the VAR channel and distribution program while leading key initiatives and program changes to increase the program value to both partners and HV Federal.
• Responsible for the design, management & execution of HVF's Channels Program. Working in conjunction with Sales, Marketing, Legal, and Finance, the Channel Leader will create a program that is mutually beneficial and sustainable.
• Manage deal registration, sales engagement and partner success programs and support partner events.
• Collaborate with Sales, Finance, Marketing and other organizations and drive alignment around specific channel programs with those organizations.
• Collaborate across Channel teams to gather requirements for program
• Design, build and manage Partner Programs including incentive programs, MDF Program, Reseller, Services, Deal Registration Program, etc.
• Design program guides that detail requirements and benefits, terms and conditions, etc.
• In collaboration with channel and marketing, lead the overall partner experience including design for the partner engagement collateral.
• Manage communications to the channel, newsletters, webcasts, social channels. Support the development of messaging and content for partner events and create a strategy around engagement activities.
• Document policies and processes to support all aspects of the program, including field / channel rules of engagement
• Design & launch enablement on Channel Program, Rules of Engagement, Deal Reg, How to Partner, etc.
• Collect and manage feedback from channel partners into the ongoing roadmap for the Channel Program. Establish and track metrics of the program, run a quarterly compliance process with the Channel partners.

• Bachelor's degree with demonstrated progressive experience in channel programs.
• Experience building and managing partner programs. Programs should include engagement, deal registration, MDF, and other programs to drive value for partners and HVF.
• Excellent communication, analytical and organizational skills.
• Execution & revenue focused
• Great project & program management skills, ability to leverage, manage & lead virtual and in person teams
• You share our core values, and work in accordance with those values.

Key Performance Indicators
• Channel Program Revenue Growth - Channel Led
• Channel Led Pipeline Growth
• Channel Net Promoter Score improvement
• Customer via Channel nPS Score improvement

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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