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Vice President, Global System Integrators
Hitachi Data Systems
Santa Clara, CA, United States
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Description
The Company
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 Role
The Global Systems Integrators (GSI) partners are a critical component of Hitachi Vantara’s selling ecosystem. As a key member of the executive sales staff team and reporting directly to the Senior Vice President Global Partner Organization - the Vice President - Global Systems Integrators will lead our GSI GAM team. This leader will establish a successful global strategy for our GSI business, drive revenue and execution across the world and work to refine and expand our Go-To-Market capabilities, enhance partner engagement and leverage our overall GSI program. Collaboration with Geo leadership and associated GSI-dedicated teams is integral to the success of this business and our evolution of these partnerships.
Responsibilities
• Develop a next-generation GSI business strategy, which covers short, medium and long term durations. The strategy will include: segmentation of partners, focused solutions aligned to specific partners and a broad-based set of growth objectives and execution plans.
• Manage a team of roughly 11 Global Account Managers (GAMs) and 10 National Account Managers (NAMs) and work with them to expand the business across territories (including countries, regions and districts).
• Grow the GSI business from roughly $250 million today to $1billion over the next few years. ·
• Provide an overall assessment of our business structure, talent and program capabilities for today and tomorrow, including an alignment to the future strategy.
• Create a market and partner assessment, which will determine classification of partners, coverage models, distinct partner and industry strategy as well as solution modeling for alignment and business plan objectives.
• Establish medium and long-term business objectives, including investment plans and company-level strategy shifts required to significantly growth the GSI and Hitachi Vantara’s business.
• Own and/or manage the ownership and assignment of all primary partner executive relationships as part of the broader strategic direction.
Qualifications
• 10+ years of work experience selling solutions, programs or services in the technology industry; preferably working for or selling to OEMs and GSIs.
• Proven track record of success in delivering $500M + profitable, growing revenue streams.
• Demonstrated track record of significant accomplishment in a leadership role, including successful development of strategy and execution plans.
• Executive presence to relate to all levels within partners, customers and our internal organization.
• Global Team management experience; proven track record to lead through influence. Inspirational leadership skills, internal as well as external.
• Proven experience working with managing partners and establishing new relationships which will create new business opportunities.
• Relationship Management – ability to build consensus and to work with different cultural interest and sensitivities in the global ecosystem. Demonstrated ability to lead in a highly complex, matrix work environments with multiple stakeholders.
• Excellent stage presentation capabilities, ability to inspire audiences through our company vision and strategy.
• Strong business acumen and capable of developing and managing strategic partners with partners and sales teams.
• Ability to present results and strategy to team, while considering variety of knowledge levels within audience.
• Master’s in Business administration, Computer Science, Information Systems Technology or Commensurate degree a plus
• Flexibility to travel globally 60-70% of the time
All qualified applicants will receive consideration for employment without regard to race, color, religion, place of origin, ethnic origin, national origin, ancestry, age, sex, sexual orientation, gender identity, transgender status, genetic information, mental or physical disability, marital status, pregnancy, veteran status, or any other characteristic protected by applicable national, state, or local law.