Partner Manager

Hitachi Vantara; Toronto; Hybrid; CAD 155,000 - 174,000; Full time

Job summary

Hitachi Vantara seeks a seasoned Partner Manager to drive growth with HV and GSI partners across the GTA and Western Canada, including remote opportunities. You will develop strategic plans, recruit partners, and align enterprise accounts to maximize HV solution adoption.

You will lead cross-functional teams, communicate compelling value propositions, and manage forecasts. Strong presence with partners and a track record in MDF programs will be essential for success.

Qualifications

• 10+ years of industry knowledge including storage, digital transformation, IoT and solution selling.
• Knowledge of Hitachi Vantara partner base and alliance partners.
• Understanding of HV Alliance partners and GSI sales teams.
• Strong leadership, communication and sales capabilities.
• Energy to inspire partners to collaborate with HV.
• Ability to leverage MDF programs to drive new business.
• Ability to develop high-level relationships that influence revenue growth.
• Strong presentation and public speaking skills.
• Ability to articulate persuasive value propositions to VP/CEO levels.
• Excellent prioritization when managing a large geographic territory.

Responsibilities

• Develop new opportunities with existing and acquisition partners.
• Grow HV brand presence and partner rep selling in the territory.
• Align HV enterprise accounts to the partner base and recruit new partners.
• Aid in end-user selling in tandem with channel partners.
• Own forecast and pipeline for assigned accounts and territory.
• Execute gap plans to exceed revenue objectives.
• Know and promote HV partner programs and capabilities.
• Collaborate with HV sales, presales, and global SI teams.
• Drive go-to-market plans and meet sales objectives.
• Document business plans in SFDC and participate in district leadership.

Skills

Territory management

Partner sales leadership

Relationship development

Excellent communication

Public speaking

Strategic planning

MDP/MDF programs

HV partner ecosystem knowledge

Value proposition articulation

Prioritization across large geography

Job description

Location: Toronto, Canada

Additional Locations: Remote - Alberta, Canada

Function: (DEAI HV) Partners

Requisition ID: R0145208

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

Working very closely with Sales and Sales Management, this individual will need to have strong partner management/sales leadership capabilities and business acumen to develop new opportunities with both existing and acquisition partners. Important qualities for this candidate include: a keen understanding of their territory’s dynamics, an ability to understand the partner’s business initiatives, the ability to properly articulate the HV solutions portfolio, strong understanding of the market’s dynamics, competitive landscape, and the ability to deliver the HV vision and direction. This role requires an ability to work in a team environment and to collaborate across multiple business groups. The Partner Manager (PM) will also be tasked with developing and driving internal adherence to the HV partner programs while actively promoting each partner’s capabilities and value propositions to local HV sales team. The ideal candidate will have strong relationships with the territory eco -system of partners and serve as the go-to-market leader and subject matter expert for assigned partner(s) to the HV field sales team. The PM will interface with the HV sales and pre sales organizations, Partner sales and pre sales and Global System Integrator sales teams, as well as each company's internal organizations as necessary to execute an effective go-to-market plan and meet/exceed assigned sales objectives.

What You Will Be Doing

• Assigned geographical territory of Toronto Area (GTA and Western Canada with a 80/20 Split)
• Quota will be based on the assigned territory.
• The PM’s primary focus will be 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 and recruiting new partners to drive our entire portfolio of solutions.
• PM will be expected to aid in end user selling in tandem with channel partners
• The PM will own and manage forecast and pipeline for assigned accounts and territory. Execute gap plans as necessary to exceed revenue objectives.
• Will 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.
• The PM must have the ability to inspire partners to embrace and leverage HV solution portfolio while promoting the Hitachi value proposition at all levels within the territory partners
• The PM will have the ability to establish strong relationships with partner executives and involving HV management will be instrumental to success.
• Have a creative mindset to provide new ideas for growth
• Participate and organize training programs to enable partners (sales and presales) to meet each solution goal
• This position will be responsible for documenting a business plan in the territory using SFDC.
• Must be an integral part of the district leadership team and build a strong relationship with the area DM.

What You Will Bring To The Team

• 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
• 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

As required by the equal pay and transparency acts, the expected base salary for this position is: $155K CAD to $174k CAD. Expected on-target earnings: $225K CAD to $250K CAD.

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.

About Us

We're a global team of innovators. Together, we harness engineering excellence and passion for insight to co-create meaningful solutions to complex challenges. We turn organizations into data-driven leaders that can make a positive impact on their industries and society. If you believe that innovation can inspire the future, this is the place to fulfil your purpose and achieve your potential.

Fostering innovation through diverse perspectives

Hitachi is a global company operating across a wide range of industries and regions. One of the things that sets Hitachi apart is the diversity of our business and people, which drives our innovation and growth.

We are committed to building an inclusive culture based on mutual respect and merit-based systems. We believe that when people feel valued, heard, and safe to express themselves, they do their best work.

How We Look After You

We help take care of your today and tomorrow with industry-leading benefits, support, and services that look after your holistic health and wellbeing. We're also champions of life balance and offer flexible arrangements that work for you (role and location dependent). We're always looking for new ways of working that bring out our best, which leads to unexpected ideas. So here, you'll experience a sense of belonging, and discover autonomy, freedom, and ownership as you work alongside talented people you enjoy sharing knowledge with.

We're proud to say we're an equal opportunity employer and welcome all applicants for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran, age, disability status or any other protected characteristic. Should you need reasonable accommodations during the recruitment process, please let us know so that we can do our best to set you up for success.