National Partner Manager - WWT

Our Company
We’re Hitachi Vantara, the data foundation trusted by the world’s innovators. Our resilient, high-performance data infrastructure means that customers – from banks to theme parks – can focus on achieving the incredible with data.   

If you’ve seen the Las Vegas Sphere, you’ve seen just one example of how we empower businesses to automate, optimize, innovate – and wow their customers. Right now, we’re laying the foundation for our next wave of growth.  We’re looking for people who love being part of a diverse, global team – and who get excited about making a real-world impact with data.

The Role
The National Partner Manager is responsible for establishing business alliances and partnerships within a key National Reseller Partner account. As the local execution lead for the Americas, the NPM ensures the identification, retention, growth and customer satisfaction of strategic business, working in sync with all three Hitachi Business Segments – Platinum/Enterprise/Commercial. The NPM maintains a highly interactive relationship within the key Americas regions to achieve ongoing initiatives. The NPM works with internal departments on contracts, marketing plans, sales and technical enablement, interaction between named partner and Hitachi sales teams, as well as PO tracking and execution.

The NPM 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 National Partner 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 partner(s) that continually seeks to improve its performance, and drive America’s revenue.

What You Will Be Doing
•    Develop a business strategy which covers short, medium, and long-term durations. The strategy will include: prioritizing strategic solutions for key industry business verticals, building a go to solution strategy, 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/manage assignment of all primary 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 HV Sales Teams, to advance the company's mission and objectives and to promote revenue, profitability, and growth for the partner.
•    Create and maintain a high priority pipeline and forecast that tracks strategic and tactical revenue opportunities. On a periodic and formal basis, reports financial results and business initiative progress to the sales and Channel leadership team.
•    Evangelize and engage with HV Field Sales to educate on Named Partner Capabilities and promote the engagement across sales teams.
•    Building a strategy for the overall business that includes both CAPEX and OPEX (consumption) sales models.
•    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
•    Minimum of seven years’ experience to include directly managing a National Partner OR working for a Technology Company that utilizes said National Partner.
•    Proven track record of sales success, achieving quotas, thinking big and growing revenue streams in the Indirect market
•    Executive presence and ability to influence (sell) to all levels within Channel Partners, 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 National Partner plus exhibit the ability to “sell ideas” and influence senior leadership internally and external
•    Strong business acumen and technology knowledge. Background in Data, Data Storage, Digital Transformation, Backup and Recovery, and/or Security
•    Flexibility to travel globally 50% of the time.
•    Inspiring communication skills; verbal, written and presentation.
•    Must be able to lead a virtual team of technicians, service colleagues, finance support personnel and partners to effectively manage an overall sales campaign.

As required by the equal pay and transparency acts, the expected base salary for this position is: $150K to $185K
The expected on-target earnings for this position is: $235K to $270K

The expected pay is determined based on a variety of factors including, but not limited to, depth of experience in the practice area. Employees are eligible to participate in Hitachi Vantara’s bonus/variable/commission pay programs, where applicable, and are subject to the program’s conditions and restrictions.

#LI-JT1