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Partner Account Manager

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Location: Orlando, Florida, United States
Job ID: 1027669HV
Date Posted: Mar 12, 2024
Segment: Digital System & Service
Business Unit: Hitachi Services & Platforms
Company Name: Hitachi Vantara Corporation
Profession (Job Category): Sales, Marketing & Product Management
Job Type (Experience Level): Experienced
Job Schedule: Full-time

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We're Hitachi Vantara, a global infrastructure business. Our people are the force of meaningful progress. We enable the incredible with data - from taking theme park fans on magical rides, conserving natural resources, protecting rainforests to saving lives. We empower businesses to automate, optimize and advance innovation. Together, we create a sustainable future for all.

Imagine the sheer breadth of talent it takes to inspire he future. We don't expect you to 'fit' every requirement - your life experience, character, perspective, and passion for achieving great things in the world are equally important to us.

Partner Account Manager

Hitachi Vantara 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 elevates your innovation advantage by combining IT, operational technology (OT) and domain expertise. Come join our team and our employee-focused culture and help drive our customers' data to meaningful customer outcomes.

The team

Hitachi Vantara is powering the digital enterprise and helping enterprises win in this digital age by extracting business value from their data. Our customers are facing unprecedented challenges to develop new business models, enhance their customers' experiences and dramatically improve operational efficiencies.

The role

This individual will need to have strong partner management/sales leadership capabilities and business acumen to develop new opportunities with both existing and acquisition partners. Important qualities for this candidate include: a keen understanding of their territory's dynamics, an ability to understand the partner's business initiatives, the ability to properly articulate the HV solutions portfolio, strong understanding of the market's dynamics, competitive landscape, and the ability to deliver the HV vision and direction. This role requires an ability to work in a team environment and to collaborate across multiple business groups. The Partner Manager (PM) will also be tasked with developing and driving internal adherence to the HV partner programs while actively promoting each partner's capabilities and value propositions to local HV sales team. The ideal candidate will have strong relationships with the territory eco -system of partners and serve as the go-to-market leader and subject matter expert for assigned partner(s) to the HV field sales team. The PM will interface with the HV sales and presales organizations, Partner sales and pre-sales and Global System Integrator sales teams, as well as each company's internal organizations as necessary to execute an effective go-to-market plan and meet/exceed assigned sales objectives.

What you'll bring
  • Will have an assigned geographical territory.
    • Quota will be based on the assigned territory.
    • The PM's primary focus will be growing the HV brand presence & preference in the assigned territory by increasing the number of partner reps selling HV solutions, drive new partner sourced business, aligning HV enterprise accounts to the partner base and recruiting new partners to drive our entire portfolio of solutions.
    • The PM will own and manage forecast and pipeline for assigned accounts and territory. Execute gap plans as necessary to exceed revenue objectives.
    • Will have COMPLETE knowledge of available HV programs to help facilitate partner support.
    • Must have a strong and recent working knowledge of the HV Alliance partners and technology partners.
    • Should be able to work with the GSI National Account Managers on district-based opportunities. A recent working knowledge of the GSI partner's field sales team and knowledge of their solution portfolio as it relates to their district.
    • The PM must have the ability to inspire partners to embrace and leverage HV solution portfolio while promoting the Hitachi value proposition at all levels within the territory partners.
    • The PM will have the ability to establish strong relationships with partner executives and involving HV management will be instrumental to success.
    • Have a creative mindset to provide new ideas for growth.
    • Build training programs to enable partners (sales and presales) to meet each solution goal.
    • This position will be responsible for documenting a business plan in the territory using SFDC.
    • Must be an integral part of the district leadership team and build a strong relationship with the area DM.
  • Travel required may be about 30%.

What you bring to the team
  • 10+ years of industry knowledge inclusive of Storage, digital transformation, IOT, solution selling, and related technology experience and industry.
    • Knowledge of regional VAR partner's is a must.
    • Knowledge of the regional Alliance partner's and GSI's sales teams and solution offerings.
    • Strong leadership, communication, and sales skills.
    • Must possess a high-level of energy that inspires partner to work with HV and HV reps to work with partners.
    • Proven ability to leverage MDF programs to drive results and capture new business.
    • Ability to develop lasting high-level relationships that influences revenue growth.
    • History of exceeding sales goals.
    • Strong presentation and public speaking skills.
    • Ability to articulate a persuasive value proposition to VP and CEO levels within the partner community.
    • Ability to prioritize effectively while managing a large geographic territory.

Championing diversity, equity, and inclusion

Diversity, equity, and inclusion (DEI) are integral to our culture and identity. Diverse thinking, a commitment to allyship, and a culture of empowerment help us achieve powerful results. We want you to be you, with all the ideas, lived experience, and fresh perspective that brings. We support your uniqueness and encourage people from all backgrounds to apply and realize their full potential as part of our team.

How we look after you

We want to help you take care of your today and tomorrow - at home and at work. Which is why we offer industry-leading benefits that go far beyond compensation. That means support, services, and resources that also take care of your holistic health and wellbeing. We're always looking for new ways of working that bring out our best, which leads to unexpected ideas. Here, you'll experience a sense of belonging, and discover autonomy, freedom, and ownership as you work alongside talented people you enjoy sharing knowledge with. We're also champions of life balance and offer flexible arrangements that work for you (role and location dependent).

About us

We're 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.

We're proud to say we're an equal opportunity employer and welcome all applicants for employment without attention to race, color, 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.
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