Global Alliance Manager- GSI
Hitachi Vantara
Bangalore, India
4d ago

The Company

Hitachi Vantara combines technology, intellectual property and industry knowledge to deliver data-managing solutions that help enterprises improve their customers’ experiences, develop new revenue streams, and lower the costs of business.

Hitachi Vantara elevates your innovation advantage by combining IT, operational technology (OT) and domain expertise. Come join our team and our employee-

focused culture and help drive our customers’ data to meaningful customer outcomes.

JOB DESCRIPTION

Job title Global Account / Alliance Manager

Reporting to Director- GSI

Job purpose

To manage and build GSI executive relationships, identify Hitachi Vantara opportunities globally and achieve revenue and solution objectives.

Ability to work with cross functional, cross geo teams.

Responsibilities

  • Responsible and accountable for Hitachi Vantara business at one or more assigned accounts / GSI, across the globe.
  • Orchestrates all Hitachi Vantara activity in the account, and is ultimately responsible for GSI satisfaction
  • Responsible for achieving assigned financial (revenue) targets and account development objectives.
  • Creates account / business plans demonstrating a strong understanding of the GSI’s business issues, and relating them to business initiatives, corresponding IT initiatives and Hitachi Vantara solutions which address those needs
  • Develops a contact network within the account(s) to enable Hitachi Vantara business to be sold effectively
  • Ensures the understanding of account initiatives are well understood and that HITACHI VANTARA is aware of all future business opportunities
  • Works with colleagues to build the business case for HITACHI VANTARA solutions
  • Ensures smooth operation of the sales process, involving appropriate project management and practice skills in the generation of accurate project definitions and solution definitions.
  • Ensures all business and technical risks are effectively managed to ensure GSI satisfaction is never compromised
  • Maintains contact with the executives throughout the delivery cycle and ensures that any developing issues are addressed
  • Develops successful sales campaigns that maximize HITACHI VANTARA advantages and win rate
  • Negotiates successful "win / win" agreements with the GSI, maintaining acceptable HITACHI VANTARA margins.
  • Establishes personal and business-based relationships with GSIs to identify their business needs and HITACHI VANTARA opportunities
  • Ability to work closely with across the geographies seamlessly, with cross functional teams, cross cultural teams.
  • Profile

  • Education to degree level or equivalent
  • A minimum of 12-15 years in the IT industry with a strong GSI or Indirect sales experience.
  • Proven sales track record
  • A leader and a team player
  • Competencies

  • Ability to question and listen effectively
  • A strong communicator with senior executives of the GSI
  • Strong analytical and business skills
  • An understanding of the industry in which he or she is working.
  • An ability to relate business issues to IT initiatives
  • A broad technical understanding of IT and data storage products and services
  • Should have handled GSI globally preferably .. If not globally, altleast the large SIs in India
  • Should have handled global hardware portfolio with an average business of around 10Mn U$ per annum .
  • We are an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

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