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About the Role
This role requires a Partner Manager with strong partner management/sales leadership capabilities and business acumen to develop new opportunities with existing and acquisition partners. The individual will need a keen understanding of territory dynamics, partner business initiatives, the HV solutions portfolio, market dynamics, and the competitive landscape. This role involves collaborating across business groups, driving adherence to HV partner programs, and promoting partner capabilities to the local HV sales team.
Responsibilities
- Grow the HV brand presence & preference in the assigned territory by increasing the number of partner reps selling HV solutions.
- Drive new partner sourced business.
- Align HV enterprise accounts to the partner base.
- Recruit new partners to drive our entire portfolio of solutions.
- Aid in end-user selling in tandem with channel partners.
- Own and manage forecast and pipeline for assigned accounts and territory.
- Execute gap plans as necessary to exceed revenue objectives.
- Facilitate partner support by having complete knowledge of available HV programs.
- Work with GSI National Account Managers on district based opportunities.
- Inspire partners to embrace and leverage HV solution portfolio while promoting the Hitachi value proposition.
- Establish strong relationships with partner executives.
- Provide new ideas for growth.
- Participate and organize training programs to enable partners (sales and presales).
- Document a business plan in the territory using SFDC.
- Be an integral part of the district leadership team and build a strong relationship with the area DM.
Requirements
- 10+ years of industry knowledge inclusive of Storage, digital transformation, IOT, solution selling, and related technology experience and industry.
- Knowledge of HV partner base is a must.
- Knowledge of the HV 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.
Skills
- Partner management
- Sales leadership
- Business acumen
- Territory dynamics understanding
- Partner business initiatives understanding
- HV solutions portfolio articulation
- Market dynamics understanding
- Competitive landscape understanding
- Teamwork and collaboration
- Internal adherence to partner programs
- Partner capabilities promotion
- Go-to-market strategy
- Subject matter expertise
- Sales forecasting
- Pipeline management
- Gap plan execution
- HV programs knowledge
- HV Alliance partners knowledge
- HV technology partners knowledge
- GSI National Account Management
- Hitachi value proposition promotion
- Relationship building
- Creative thinking
- Training program organization
- SFDC documentation
- Storage industry knowledge
- Digital transformation knowledge
- IOT knowledge
- Solution selling knowledge
- Presentation skills
- Public speaking skills
- Value proposition articulation
- Prioritization
- Geographic territory management
Location
- Toronto Area (GTA and Western Canada)
Work Type
- Full-time
Experience Level
- 10+ years of industry knowledge
Salary/Compensations
- $155K CAD to $174k CAD (base)
- $225K CAD to $250K CAD (on-target earnings)
Benefits
- Industry-leading benefits, support, and services for holistic health and wellbeing.
- Flexible arrangements (role and location dependent).
- Bonus/variable/commission pay programs.
About the Company
- Hitachi Vantara is the data foundation trusted by the world’s innovators, providing resilient, high-performance data infrastructure.
- The company empowers businesses to automate, optimize, and innovate with data.
- Hitachi Vantara is laying the foundation for its next wave of growth.
- It is a global team of innovators harnessing engineering excellence and passion for insight to co-create meaningful solutions to complex challenges.
- The company turns organizations into data-driven leaders that can make a positive impact on their industries and society.
- Hitachi is a global company operating across a wide range of industries and regions, with a diverse business and people driving innovation and growth.
- The company is committed to building an inclusive culture based on mutual respect and merit-based systems.
Equal Opportunity
- Hitachi Vantara is an equal opportunity employer and welcomes all applicants for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran, age, disability status or any other protected characteristic.
- Reasonable accommodations are available during the recruitment process.