Partner Manager

The Role
The Partner Account Manager is responsible for building then growing business alliances and partnerships within key Partner accounts. As the local execution lead for the region the PAM 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 PAM 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.

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.

As required by the equal pay and transparency acts, the expected compensation for this position is $175-190K base, $250-$275K OTE.  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, sales target incentive or commission pay programs, where applicable, and are subject to the program’s conditions and restrictions.

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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.