Master Regional Multi-Channel Sales Representative

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POST DATE 8/20/2016
END DATE 10/21/2016

Hitachi Data Systems New York, NY

New York, NY
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Mid-Career (2 - 15 years)


This role will have a dedicated focus on the Eastern Region and Canada's indirect revenue attainment for Content Storage and Big Data Analytics with the Pentaho solution offering, assigned partner(s) revenue targets and general support of the sales territory. Must have strong knowledge of the storage, compute and analytics platform product lines. A strong understanding of the assigned partner(s) capabilities / vertical expertise and go to market offerings is a plus. Position requires the ability to properly articulate the HDS solution portfolio, related value propositions while differentiating HDS from their traditional and new competitor market providers. Must possess the aptitude and understand the current market conditions, market dynamics, competitive landscape and properly represent HDS's vision and direction. Able to work with district's Strategic Alliance Manager in developing and properly positioning each key initiative with our partners (VARs, GSIs, CSPs).
Job Functions.
1. Expert in assigned territory on sales positioning of key partner solutions. Serve as go-to-market leader and subject matter expert for assigned partner(s) to the HDS Field. Interface with HDS Field, Partner Field and each company's internal organizations as necessary to execute an effective go-to-market plan and meet/exceed assigned sales objectives.
o Strong leadership, communication, and sales skills
o Ability to assist with resource alignment - those who can provide up sell recommendations when reviewing configurations as applicable
o Familiar with HDS eco system partner process for transaction management / Deal Desk requests
o Competency in developing a new Content or Analytics offering with partners

2 . Support and facilitate transaction (deal) as a SME in the specific solutions
3. Own and manage pipeline for assigned partner(s) in respective Geo(s). Execute Gap Plans as necessary to meet/exceed assigned targets on a quarterly basis.
4. Leverage HDS data on partner(s) installed base to provide reporting information to GEO/DVP's for field pipeline build activities
5. Coordinate with HDS Partner's GEO lead on weekly forecasting, strategic direction input, and participation in monthly DVP meetings
6. Analyze and report on how sales programs work and recommended program plans for HDS Direct and Indirect sales channel. Tasks include measuring effectiveness and ROI on past rebate, incentive, or SPIFF programs for products and driving recommendations for future enhancements.

All qualified applicants will receive consideration for employment without regard to race, color, religion, place of origin, ethnic origin, national origin, ancestry, age, sex, sexual orientation, gender identity, transgender status, genetic information, mental or physical disability, marital status, pregnancy, veteran status, or any other characteristic protected by applicable national, state, or local law.
Primary Qualifications
o 10 Years industry experience with a history of partner/alliance management
o Strong leadership, communication, and sales skills
o Strong presentation and public speaking skills
* Ability to articulate the HDS solutions portfolio while positioning business based values and merits for each
o Ability to develop lasting high level relationships and matrix manage partner's sales organization to benefit HDS sales efforts
o Meet or exceed a sales quota and related targets
o Possess a natural technical curiosity
o Must be able to work effectively and at a high level in a team environment
o Able to develop and implement business planning processes and techniques to develop and manage their district's business
* Work in conjunction with the HDS district management to develop and execute a mutually agreed upon business plan
o Able to call on VP level - both Partners and End user contacts (prospects and customers)
o Able to prioritize effectively while managing a large geographic territory
o Understand and properly discuss HDS relevance with Alliance partners and solutions offerings including:
* Discuss the Cloud market solutions and positioning
* Business Analytics / Big Data concepts
* Video Surveillance / public safety concepts
* Microsoft
* Oracle
* VMWare
* Veritas
* Commvault
* Data Networks (SAN) experience ' either working directly for, or reselling Brocade, Cisco or similar products
* Understand data restore/backup up and related product offerings

* Converged and Hyper Converged platforms