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Partner Sales Manager

5 months ago

Salem, Oregon, United States Hitachi Careers Full time
We're Hitachi Vantara, a global infrastructure business. Our people are the force of meaningful progress. We enable the incredible with data - from taking theme park fans on magical rides, conserving natural resources, protecting rainforests to saving lives. We empower businesses to automate, optimize and advance innovation. Together, we create a sustainable future for all.

Imagine the sheer breadth of talent it takes to inspire he future. We don't expect you to 'fit' every requirement - your life experience, character, perspective, and passion for achieving great things in the world are equally important to us.

The Team

We are team Hitachi Pentaho, the innovative minds behind a suite of sophisticated software that accelerates data fitness within organizations.

Part of Hitachi Group, our expertise supports the cutting-edge work of Hitachi Vantara and Hitachi Digital Services. We're people-centric and here to power good. We unlock data's full potential so that together, we can take theme park fans on magical rides, conserve natural resources and save lives. This is a world of dynamic data migration, trusted data discovery, reliable privacy and compliance and unified data integration. We do it all on a global scale. We do it through the power of acceleration.

Imagine the sheer breadth of talent it takes to bring a better tomorrow closer to today. We don't expect you to "fit" every requrement - your life experience, character, perpective and passion for achieving great things in the world are equally as important to us.

The Role

The Partner Manager will be tasked with helping to create and drive revenue opportunities by managing the overall business alliance partnership, development, execution and cross-functional coordination of the Value Added Reseller (VAR) business for Pentaho Product Software Business. This position acts as the coordination point for partnerships that support market share growth for Pentaho and their partners. This individual will be expected to be the resident expert regarding Value Added Resell partners, including their market segments, customer lifecycle, sales processes, competitive landscape, complimentary solution capabilities and key stakeholders in order to develop and execute on a market plan.

The successful individual will be able to informally lead colleagues in product management, sales and supporting functions in the development and execution of a coordinated partner growth strategy. Specifically, the individual will develop senior level relationships with VARs in area of Data Management/Big Data/Analytics/Edge, working across all sales teams, and all other facets of the business to create mutually beneficial relationships. Success will be measured through development of a strategic roadmap, tactical execution of initiatives, strategic wins, customer success case studies, practice buildout, repeatable solutions and overall revenue growth.

Key Responsibilities include:
  • Oversee all aspects of relationship; Sales, Product Management, Product Marketing and Marketing.
  • Development and co-management of a comprehensive quarterly and annual business development plan with sponsorship and participation from VARs partner managers.
  • Increase Pentaho sales team's productivity, deal size and awareness of VARs.
  • Train Pentaho sales teams on how to co-sell services from VARs using a combination of programs such as lunch and learn, new hire training, and new product training
  • Conduct account planning sessions with Pentaho's salesforce, which includes segmenting account base to coordinate customer contact
  • The identification, acquisition and development of successful relationships with a range of VARs.
  • Enable Pentaho's VARs to effectively position and sell their solutions portfolio by proactive engagement, education and communication of a shared value proposition.
  • Be a trusted Advisor to the VARs business.
  • Continuously seek to improve and build upon knowledge of market trends including environmental and competitive influencing forces.
What you'll bring:
  • 7+ years of work experience with progressive responsibility in product management, field sales, channel sales, or business development of enterprise software business
  • 5+ years of work with named alliances or its eco-system strongly preferred in the data management space
  • Experience in leading cross-functional teams
  • Very strong organization, program management and execution skills
  • Previous consulting, product management, alliances, sales/marketing
  • Experience with data management, data lake, Hadoop, software applications and data center operations and enterprise