Partner Account Manager

Summary

Join Hitachi Vantara as a Partner Account Manager and build and grow business alliances and partnerships. This remote role, with required regional travel, focuses on identifying, retaining, and growing strategic business partnerships. You will work with internal departments on contracts, renewals, and upgrades, conduct market analysis, and develop joint solutions. The role requires achieving revenue and margin objectives, supporting Americas leadership, and coordinating operational aspects of assigned business partners. You will develop regional business strategies, establish business objectives, manage partner relationships, and drive revenue growth. Success involves exceeding assigned quotas and collaborating with internal teams to create unique solution offerings.

Requirements

• Current residency in MO or TN and current data infrastructure (storage, networking, servers, security, backup and disaster recovery) channel experience required
• This is a remote role with travel required within the area

Responsibilities

• Develop a next-generation regional business strategy which covers short, medium and long-term duration with key regional partners. The strategy will include: prioritizing strategic solutions for key industry business verticals, building a catalogue of solutions for partners to take to market, 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 and/or manage assignment of all primary Partner 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 the HV team, to advance the company's mission and objectives and to promote revenue, profitability, and growth for the nominated partner
• Coordinate with internal teams to develop unique/specific solution offerings that are repeatable with counterparts that will be accepted in the market place, that provide joint wins for HV and partner specified
• Create and maintain a high priority pipeline and forecast. On a periodic and formal basis, reports financial results and business initiative progress to the sales and Partner leadership team
• Evangelize and engage with HV Field Sales to educate on Partners Solution and how to work with said Partner. Responsible for integrity of proposals submitted including the overall structure of the deal and the pricing of the opportunity per price approval guidelines
• Drive a plan to achieve assigned quota by defining necessary activities, key relationships and strategic solutions to exceed sales targets

Benefits

• Industry-leading benefits, support, and services that look after your holistic health and wellbeing
• Flexible arrangements that work for you (role and location dependent)