The Role
The Partner Manager is responsible for establishing business alliances and partnerships within key Partner accounts. As the local execution lead for parts of the southwest, the PM 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 PM 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. Facilitation and coordination with other National and Global Leads, managing of programs and joint selling with other geo based teams responsible for the assigned SI partner(s) that continually seeks to improve its performance, and drive worldwide SI revenues. This role is specific to leading and managing the partner ecosystem for southern California and Arizona. This position requires you to reside in SoCal.

Responsibilities

• Develop a next-generation regional business strategy which covers short, medium and long-term duration with 5-7 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.