Partner Manager - Bay Area
About The Position
Hitachi Vantara is seeking a Partner Manager with strong partner management/sales leadership capabilities and business acumen to develop new opportunities with both existing and acquisition partners. The ideal candidate will have a keen understanding of their territory’s dynamics, the ability to understand partner business initiatives, articulate the HV solutions portfolio, and possess a strong understanding of market dynamics and the competitive landscape. This role requires collaboration across multiple business groups and involves developing and driving internal adherence to HV partner programs while actively promoting partner capabilities to the local HV sales team. The Partner Manager will serve as the go-to-market leader and subject matter expert for assigned partners to the HV field sales team, interfacing with HV sales and pre-sales, Partner sales and pre-sales, and Global System Integrator sales teams to execute go-to-market plans and meet sales objectives.
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.
Responsibilities
- Will have an assigned geographical territory.
- Quota will be based on the assigned territory.
- 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.
- Recruiting 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.
- 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.
- Inspire partners to embrace and leverage HV solution portfolio while promoting the Hitachi value proposition at all levels within the territory partners.
- Establish strong relationships with partner executives and involving HV management will be instrumental to success.
- Provide new ideas for growth.
- Build training programs to enable partners (sales and presales) to meet each solution goal.
- Documenting 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.
Benefits
- Industry-leading benefits, support, and services that look after your holistic health and wellbeing.
- Flexible arrangements that work for you (role and location dependent).
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
