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Global Channel Account Representative, Specialist

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Job Details

Job Description The Strategic Partner Manager SI s, is responsible for working with the HDS Territory Sales Managers in Hitachi Data Systems on sales campaigns in association with the assigned System Integrator, utilizing all resources at his/her disposal. This may include Sell Through or Sell With approaches as well as utilisation of our channel partners. The SPM will have strategic responsibility of the identified SIs Go to- market(GTM) Strategy within India. This role will also be responsible for the tactical implementation and coordination/management of the relationship between HDS field sales/presales teams and the comparable SI field sales/presales teams. The SPM is responsible for selling & positioning all products, services and solutions offered by HDS as well as those solutions jointly developed between HDS and the assigned integrators. The SPM reports to the Director of Partner & Alliances, India, and may have additional responsibilities, as the Systems Integrator Organization matures.Key functions will include Establishment of a list of potential joint HDS/SI target clients in conjunction with the assigned SI. Development and management of the relationship, target account sales strategy and sales execution in conjunction with the sales teams of HDS colleagues and the corresponding SI Sales team. Create and Support in Joint solution development process as required. Implementation of all related SI strategies within India. Ensure capability and capacity of partners in selling and delivering HDS solutions as per associated enablement plans. Achievement of assigned revenue contribution based upon activity levels and effectiveness of sales strategies implemented. Establishment of solid relationships at all levels both within the assigned SI s and the associated HDS field teams. Responsibility for governance and communication of progress on projects both within in HDS and within the assigned SI organisation. Evangelise and engage with HDS Field Sales to educate on SI Solution and how to work with SI Field as a SI Business Partner Partner satisfaction and achievement of satisfaction statementsFunctional Expertise Recognize, analyse and take action on go-to-market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships Extensive knowledge of storage industry solution offerings from all key alliances targets and competitors Expertise in creating, executing and driving solution selling and product marketing for storage infrastructure solutions especially in the context of major partnerships. Strong business acumen and negotiation skills Behavioural and Interpersonal Team player. Strong drive. Ability to motivate virtual teams Strong presentation and communication skills Strong technical background Ability to work collaboratively, across all functions & throughout the company Results oriented individualQualifications Education and Experience Requirements A minimum of eight years experience; directly managing a Systems Integrator relationship; OR working for a Systems Integrator in a client facing consulting role OR Large Account Management expertise. Experience in sales, sales leadership, product marketing, technical sales, sales engineering, business development or alliance management roles in enterprise \IT technology vendors Proven ability to build relationships at executive level Extensive experience in partnership development and program management Consultancy experience preferred Advanced degree preferred Performs Other Duties as Required Actively supports company change programs and acts as a role model for solution selling. Performs other duties as required. Completes all job functions as per department and organisation policies and procedures. Maintains current knowledge in present areas of responsibility (e.g. attends ongoing educational programs). Demonstrates responsibility for scope of position/own standard of practice. Demonstrates understanding of knowledge of organisational strategy
Degree: MBA/ PGDM

Additional Degree: BE/ B.Tech (Engineering) | BCA (Computer Application)

Experience: 8-10


Accounting/Financial Products | Channel Sales | Client Servicing | Corporate Sales
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