Partner Account Manager

Hitachi•Atlanta, GA

66d•Remote

About The Position

The Partner Account Manager is responsible for building then growing business alliances and partnerships within key Partner accounts. As the local execution lead for the region the PAM ensures the identification, retention, growth and customer satisfaction of strategic business, working in sync with the regional Account Manager's strategy. The PAM 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 PAM is accountable for achieving revenue and margin objectives within the account. They provide support with the Americas leadership and coordinate all operational aspects of the assigned Business Partner, that are part of the Hitachi Vantara partner ecosystem, which includes tactical and strategic planning, leadership relationship development and operational oversight with laser focus on driving revenue.

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
Current residency in Atlanta, GA and current data infrastructure (storage, networking, servers, backup and disaster recovery) channel experience required

Responsibilities

Develop a next-generation regional business strategy which covers short, medium and long-term duration with key regional partners. 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.
Spend 80% of available time in the pursuit of opportunities by having daily contact with assigned accounts.
Establish solid relationships at all levels within the assigned 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 HV team, 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. On a periodic and formal basis, reports financial results and business initiative progress to the sales and Partner leadership team.
Evangelize and engage with HV Field Sales 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.