Director of Partner Sales East
Function: (DEAI HV) Partners
Requisition ID: R0127189
Director of Partner Sales East
What You’ll Be Doing
The Partner Leader is responsible for establishing business alliances and partnerships within key Partner accounts for the Hitachi Vantara Eastern Region. As the Region Partner Leader, he/she ensures the identification, retention, growth and customer satisfaction of strategic business, working in sync with the Eastern CMT VP’s GTM strategy. The Partner Leader works with internal departments on contracts, renews and upgrades existing agreements and conducts strategic analysis of market trends, competition, leveraging product teams to develop joint solutions and new opportunities. The Partner Leader is accountable for achieving revenue and margin objectives within the region. He/She provides support with the Americas leadership both Indirect and Direct. Partner Leader will coordinate all operational aspects of the partner ecosystem… which includes tactical and strategic planning, leadership relationship development and operational oversight with laser focus on driving revenue. Facilitation and coordination with other National and Global Leads, managing of programs and joint selling with other geo-based teams responsible for the assigned SI partner(s) that continually seeks to improve its performance, and drive worldwide SI revenues. This role is specific to leading and managing the partner ecosystem for all districts that roll up into the Eastern Region. Midwest/Northeast/NYC/NJ/Mid-Atlantic/Southeast. Ideal candidate should reside near major airport in region.
Responsibilities
• Develop a next-generation regional business strategy which covers short, medium and long-term view. The strategy will include: prioritizing strategic solutions for key industry business verticals, building a catalogue of solutions for partners to take to market, driving/managing field engagement with the partner teams, aligning top executives and managing an active pipeline necessary to exceed assigned quota.
• Establish medium and long-term business objectives including investment plans and company-level strategy shifts required to significantly grow the Partner and Hitachi Vantara’s (HV) business.
• Passionately own and/or manage assignment of all primary Partner executive relationships as part of the broader strategic direction.
• Establish solid relationships within the Eastern Region accounts and direct account related activities to ultimately achieve better account control than the competition. Provide quarterly QBR’s with assigned executive sponsors from HV and the Partner executives.
• Lead the development of a strategic plan, in collaboration with the East VP and District Managers to advance the company's mission and objectives and to promote revenue, profitability, and growth for the nominated partner.
• Coordinate with internal teams to develop unique/specific solution offerings that are repeatable with counterparts that will be accepted in the market place, that provide joint wins for HV and partner specified.
• Create and maintain a high priority pipeline and forecast to both Region VP and the Americas Partner VP.
• Evangelize and engage with HV Field Sales and Management to educate on Partners Solution and how to work with said Partner. Responsible for integrity of proposals submitted including the overall structure of the deal and the pricing of the opportunity per price approval guidelines.
• Drive a plan to achieve assigned quota by defining necessary activities, key relationships and strategic solutions to exceed sales targets.
What You Will Bring To The Team
• A minimum of seven year’s experience to include directly managing a Partner team; OR working for a National Partner in a client facing consulting role OR in an industry-based consulting role e.g. Healthcare Life Sciences, Communications Media and entertainment sector, Financial Services etc.
• Proven track record of sales success, achieving quotas, thinking big and growing revenue streams.
• Executive presence and ability to influence (sell) to all levels within the partner assigned, customers and our internal organization.
• Demonstrated ability to work in a highly complex, matrix work environments with multiple stakeholders.
• Must have a strong executive presence and demonstrate the ability to generate and maintain relationships at all levels within the Partner community plus exhibit the ability to “sell ideas” and influence senior leadership internally and externally.
• Strong business acumen and technology knowledge. Background in Digital Transformation, IoT, big data, analytics and key application (Oracle, Microsoft or SAP) a plus.
• Flexibility to travel for 50% of the time.
• Inspiring communication skills; verbal, written and presentation.
• Must be able to lead a virtual team
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Requisition ID: R0127189
Director of Partner Sales East
What You’ll Be Doing
The Partner Leader is responsible for establishing business alliances and partnerships within key Partner accounts for the Hitachi Vantara Eastern Region. As the Region Partner Leader, he/she ensures the identification, retention, growth and customer satisfaction of strategic business, working in sync with the Eastern CMT VP’s GTM strategy. The Partner Leader works with internal departments on contracts, renews and upgrades existing agreements and conducts strategic analysis of market trends, competition, leveraging product teams to develop joint solutions and new opportunities. The Partner Leader is accountable for achieving revenue and margin objectives within the region. He/She provides support with the Americas leadership both Indirect and Direct. Partner Leader will coordinate all operational aspects of the partner ecosystem… which includes tactical and strategic planning, leadership relationship development and operational oversight with laser focus on driving revenue. Facilitation and coordination with other National and Global Leads, managing of programs and joint selling with other geo-based teams responsible for the assigned SI partner(s) that continually seeks to improve its performance, and drive worldwide SI revenues. This role is specific to leading and managing the partner ecosystem for all districts that roll up into the Eastern Region. Midwest/Northeast/NYC/NJ/Mid-Atlantic/Southeast. Ideal candidate should reside near major airport in region.
Responsibilities
• Develop a next-generation regional business strategy which covers short, medium and long-term view. The strategy will include: prioritizing strategic solutions for key industry business verticals, building a catalogue of solutions for partners to take to market, driving/managing field engagement with the partner teams, aligning top executives and managing an active pipeline necessary to exceed assigned quota.
• Establish medium and long-term business objectives including investment plans and company-level strategy shifts required to significantly grow the Partner and Hitachi Vantara’s (HV) business.
• Passionately own and/or manage assignment of all primary Partner executive relationships as part of the broader strategic direction.
• Establish solid relationships within the Eastern Region accounts and direct account related activities to ultimately achieve better account control than the competition. Provide quarterly QBR’s with assigned executive sponsors from HV and the Partner executives.
• Lead the development of a strategic plan, in collaboration with the East VP and District Managers to advance the company's mission and objectives and to promote revenue, profitability, and growth for the nominated partner.
• Coordinate with internal teams to develop unique/specific solution offerings that are repeatable with counterparts that will be accepted in the market place, that provide joint wins for HV and partner specified.
• Create and maintain a high priority pipeline and forecast to both Region VP and the Americas Partner VP.
• Evangelize and engage with HV Field Sales and Management to educate on Partners Solution and how to work with said Partner. Responsible for integrity of proposals submitted including the overall structure of the deal and the pricing of the opportunity per price approval guidelines.
• Drive a plan to achieve assigned quota by defining necessary activities, key relationships and strategic solutions to exceed sales targets.
What You Will Bring To The Team
• A minimum of seven year’s experience to include directly managing a Partner team; OR working for a National Partner in a client facing consulting role OR in an industry-based consulting role e.g. Healthcare Life Sciences, Communications Media and entertainment sector, Financial Services etc.
• Proven track record of sales success, achieving quotas, thinking big and growing revenue streams.
• Executive presence and ability to influence (sell) to all levels within the partner assigned, customers and our internal organization.
• Demonstrated ability to work in a highly complex, matrix work environments with multiple stakeholders.
• Must have a strong executive presence and demonstrate the ability to generate and maintain relationships at all levels within the Partner community plus exhibit the ability to “sell ideas” and influence senior leadership internally and externally.
• Strong business acumen and technology knowledge. Background in Digital Transformation, IoT, big data, analytics and key application (Oracle, Microsoft or SAP) a plus.
• Flexibility to travel for 50% of the time.
• Inspiring communication skills; verbal, written and presentation.
• Must be able to lead a virtual team
Apply tot his job
Apply To this Job