Head of Channel and Partner Sales

Company: Hitachi Vantara Corporation
Location: Houston
Posted on: November 2, 2024

Job Description:

DescriptionGeneral Information:Channel/Partner Sales work is focused on face-to-face selling of a variety of products, services and/or solutions to the end customer via intermediaries such as distributors and re-sellers (i.e., channels) including: Face-to-face selling to new channel partners/distributors and cross/up/repeat sales to existing channel partners/distributors. Maintaining and expanding existing relationships with organizations distributing products, services and/or solutions. Developing and delivering product demonstrations, sales bids and presentations to channel partners/distributors and may also train channel partner/distributor sales personnel in product use and sales techniques. Managing the relationship with the channel partners/distributors. Incumbents matching to this specialization are compensated based on achievement of sales targets. A Manager (M3) manages experienced professionals who exercise latitude and independence in assignments. Responsibilities typically include: Policy and strategy implementation for short-term results (1 year or less). Problems faced are difficult to moderately complex. Influences others outside of own job area regarding policies, practices and procedures.Your Responsibilities:

• Develop, define, manage and execute joint go-to-market programs based upon Hitachi Energy's Enterprise Software Solutions and target markets.
• Technology partnership management.
• Create unique partner joint solutions that extend the base value proposition for Hitachi Energy's solutions with partner's best practices, delivery model, technology or other partner's solutions to create a compelling value for the target customers.
• Make programs measurable by proactively leading development of mutual performance objectives, financial targets, and critical milestones associated with each go-to-market solution.
• Collaborate with and directly integrate go-to-market programs with alliance partner marketing and sales teams and ensure full comprehension of solution positioning and delivery model.
• Monitor and report on programs influence, pipeline, sales revenue and key performance measures.
• Establishes productive, professional relationships with key personnel in assigned partner accounts.
• Coordinates the involvement of Hitachi Energy personnel, including support, service, and management resources, in order to meet partner performance objectives and partners' expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
• Sells through partner organizations to end users in coordination with partner sales resources.
• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Ensures partner compliance with partner agreements.
• Drives adoption of Hitachi Energy programs among assigned partners.
• Maintains partner performance history as well as customer forecasts.
• Develop/maintain legal agreements with channel partners in line with Hitachi Energy's channel partner program.
• Follow the established sales processes of Hitachi Energy and effectively utilize the available sales resources provided by the company.
• Living Hitachi Energy's core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.The key results areas for this role are:
  • Achieves assigned sales quota in designated partner accounts.
  • Meets assigned expectations for profitability.
  • Completes partner account plans that meet Hitachi Energy standards.
  • Maintains high partner satisfaction ratings that meet Hitachi Energy standards.
  • Completes required training and development objectives within the assigned time frame.Your Background:Basic Qualifications:
    • Bachelor Degree and 12 years of work experience in Sales, Strategic Alliance Management or similar role. OR
    • Master's degree and 10 years of work experience in Sales, Strategic Alliance Management or similar role.
    • Experience in building enablement programs including all aspects of program lifecycle e.g. business case, resource plans, education/communication plan in the Enterprise Software space.
    • Advanced leadership skills. Resolves critical issues and contributes to organizational development.
    • Self-starter with excellent time management skills.
    • Candidate must already have work authorization that would permit them to work for Hitachi Energy in the United States.Preferred Qualifications:
      • Experience in building and managing alliances and partnerships with Tier 1 Global organizations.
      • Experience in establishing partnerships and setting channel strategy in new regions/verticals and markets.
      • Extensive business knowledge with comprehensive understanding of the Strategic Alliance development processes and management.
      • Extensive experience of working as part of a virtual team. The Head of Channel and Partner Sales will initially function independently to determine proper methods and procedures and may supervise other personnel as part of the role.
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Keywords: Hitachi Vantara Corporation, Port Arthur , Head of Channel and Partner Sales, Sales , Houston, Texas