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Senior Director Partner Business - West and Central Regions
Hitachi Data Systems
Santa Clara, CA, United States
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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 partner community is a fast growing highly critical component of Hitachi Vantara’s selling ecosystem. As a key member of the Americas Partner sales staff team and direct report to the Vice President of Americas Partner & Strategic Alliances Organization, the Senior Director of Americas Partners will lead our partner manager team in the West and Central regions. This leader will establish a successful strategy for our partner business in the defined territories which will include national and regional channel partners, Global System Integrators, distribution and cloud service providers. The leader will be expected to manage a team of partner managers, grow revenues, accelerate our global GTM strategies, drive partner enablement, work with the Hitachi Vantara sales teams to drive partner growth in our enterprise accounts, and increase the number of partner “sellers” building pipeline in our core and strategic solutions. Please see the below brief videos:
Responsibilities
• Develop a next-generation partner growth model 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.
• Inspire and manage a team of roughly 10 partner managers to expand the business across the defined districts and regions by managing to key activity metrics.
• Grow the partner business to be 50% of the territories’ business by 2020.
• Provide an overall assessment of our present-day business structure, talent and program capabilities to include an alignment to the future strategy.
• Create a market and partner assessment which will determine classification of partners (focus, growth and emerging), coverage models, distinct partner and industry strategies 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 grow Hitachi Vantara’s partner business.
• Passionately own and/or manage assignment of all primary partner executive relationships as part of the broader strategic direction.
Qualifications
• 10+ years of experience selling solutions, programs or services in the technology industry - must have sales leadership and partner experience. Proven track record of success in delivering $100M + profitable business, ability to demonstrate creativity, big-picture thinking and revenue stream growth in the partner community.
• Demonstrated track record of significant accomplishment in sales and partner leadership roles, including successful development of strategy and execution plans. Demonstrated ability to lead in a highly complex, matrix work environment with multiple stakeholders. Must have proven track record of consistent, dependable revenue achievement.
• Possess a proven track record of working with Americas channels and cloud services partners - existing relationships with this eco system is a requirement.
• Must have strong executive presence and relationship management skills at all levels within the partner community and have the ability to “sell ideas” and influence senior leadership internally and externally.
• Must have excellent communication skills and a confident on-stage presence with the ability to inspire audiences while communicating our company vision and strategy.
• Have the ability to build consensus and to work with different cultural interests and sensitivities in the global ecosystem.
• Have the ability to motivate and inspire a team to produce amazing results by challenging them to “think big” and get outside of their comfort zone.
• Must have a strong business acumen and technical knowledge. Background in IoT, big data and analytics a plus.
• Masters in Business Administration, Computer Science, Information Systems Technology or Commensurate degree a plus.
• Must be willing to travel within the defined territory up to 75% of the time – lead by example.
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.