Partner Manager - Bay Area

Partner Manager - Bay Area
The Role

This role requires strong partner management and sales leadership capabilities, with business acumen to develop opportunities with existing and acquisition partners. Key qualities include understanding of the territory dynamics, the partner's business initiatives, the HV solution portfolio, market dynamics, competitive landscape, and the ability to communicate the HV vision. The PM should work well in a team environment and collaborate across multiple business groups, driving internal adherence to HV partner programs while promoting each partners capabilities to the local HV sales team. The ideal candidate will have strong relationships within the territory ecosystem of partners and serve as the go-to-market leader and subject matter expert for assigned partners to the HV field sales team. The PM will interface with HV sales and presales, Partner sales and presales, Global System Integrator sales teams, and internal organizations as necessary to execute an effective go-to-market plan and meet or exceed sales objectives.

What You Will be Doing

Will have an assigned geographical territory.

Quota will be based on the assigned territory.

The PM's primary focus will be growing the HV brand presence and preference in the assigned territory by increasing the number of partner reps selling HV solutions, driving new partner-sourced business, aligning HV enterprise accounts to the partner base, and recruiting new partners to drive the 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, and will execute gap plans as necessary to exceed revenue objectives.

Will have complete knowledge of available HV programs to facilitate partner support.

Must have a strong and recent working knowledge of HV Alliance partners and technology partners.

Should be able to work with the GSI National Account Managers on district-based opportunities, with knowledge of the GSI partner field sales team and their solution portfolio as it relates to their district.

The PM must inspire partners to embrace and leverage the HV solution portfolio while promoting the Hitachi value proposition at all levels within the territory.

Will establish strong relationships with partner executives; involving HV management will be instrumental to success.

Have a creative mindset to provide new ideas for growth.

Build 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 including Storage, digital transformation, IOT, solution selling, and related technology experience.

Knowledge of HV partner base is a must.

Knowledge of HV Alliance partners and GSI sales teams and solution offerings.

Strong leadership, communication, and sales skills.

High energy that inspires partners to work with HV and HV reps.

Proven ability to leverage MDF programs to drive results and capture new business.

Ability to develop lasting, high-level relationships that influence 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.

As required by the equal pay and transparency acts, the expected base salary for this position is: $175K to $200k. Expected on-target earnings: $250K to $285K. The expected pay is determined based on a variety of factors including experience. Employees are eligible to participate in Hitachi Vantara's bonus/variable/commission pay programs, where applicable.

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About us

We're a global team of innovators. 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.

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 offer flexible arrangements that work for you (role and location dependent). We value autonomy, freedom, and ownership as you work with talented people.

We are an equal opportunity employer and welcome all applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, age, disability status or any other protected characteristic. If you need reasonable accommodations during the recruitment process, please let us know so we can support you.

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