Partner Manager

Hitachi - Vantara
United States, Texas, Houston
2500 CityWest Boulevard (Show on map)
Jan 15, 2025
Location: Dallas, Texas; Austin, Texas; Houston, Texas Function: HV Partners Requisition ID: 1031871 Current residency in TX and current data storage, backup and disaster recovery channel experience required 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 Partner Manager is responsible for establishing business alliances and partnerships within key Partner accounts. As the local execution lead for parts of the southwest, the PM ensures the identification, retention, growth and customer satisfaction of strategic business, working in sync with the regional Account Manager's strategy. The PM works with internal departments on contracts, renews and upgrades existing agreements and conducts strategic analysis of market trends, competition, leveraging product teams to develop joint solutions and new opportunities. The PM 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 Business Partner, that are part of the Hitachi Vantara partner ecosystem, 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 SI partner(s) that continually seeks to improve its performance, and drive worldwide SI revenues. This role is specific to leading and managing the partner ecosystem for southern California and Arizona. This position requires you to reside in SoCal. Responsibilities Develop a next-generation regional business strategy which covers short, medium and long-term duration with 5-7 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. 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 a make 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. #LI - TO1 Championing diversity, equity, and inclusion Diversity, equity, and inclusion (DEI) are integral to our culture and identity. Diverse thinking, a commitment to allyship, and a culture of empowerment help us achieve powerful results. We want you to be you, with all the ideas, lived experience, and fresh perspective that brings. We support your uniqueness and encourage people from all backgrounds to apply and realize their full potential as part of our team. 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.