Channel Account Manager at Hitachi Energy

Responsibilities

As an integral role within the Partners & Alliances organisation, the Partner Manager will be responsible for;

• The identification, acquisition and development of successful relationships with a range of Partners in order to achieve the revenue target set for South Africa.
• Developing appropriate Partner plans.
• Development of the pipeline and forecasting of indirect revenue.
• Enabling our Partners to effectively position and sell Hitachi Vantara solutions portfolio by proactive engagement, education and communication of a shared value proposition.
• Work with the EMEA GSI Partner Managers for the creation and development of opportunities in South Africa
• Initiate pipeline generating activities in collaboration with our EMEA Partner Marketing team
• Being a trusted Advisor to our Partners’ business
• Continuously seek to improve and build upon knowledge of market trends including environmental and competitive influencing forces.

Required Experience

• University degree from a recognized institution is ideal; however relevant work experience will be taken into consideration.
• Minimum of ten (7) years’ experience in Sales/Business Development. Solution-selling background.
• Extensive knowledge of IT industry solution offerings from all key alliances targets and competitors (storage, applications, IoT, Big Data)
• Expertise in challenger sales and selling with an ecosystem
• Must be able to manage, motivate and evangelize Partner network as a virtual team, managing & supporting their pipeline of opportunities
• Ability to identify opportunities, to engage and close deals
• Strong business planning and forecasting abilities.

Competencies

• Must be able to function independently with minimal supervision and with strong collaboration skills (inside and outside Hitachi Vantara
• Effective communication and presentation skills
• Strong time management and negotiations skills, being tactful and diplomatic at all times
• Effective (new) relationship building skills (proven ability to build relationships at executive level)
• Strong leadership and sales skills
• Always ‘hungry’ for knowledge, knowing all about your business, Partners, solutions and services
• Ability to translate technology into operational and business impact
• Ability to influence