Partner Technical Enablement Specialist at Hitachi Vantara (Atlanta, GA)

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. Please see the below brief videos:

https://www.youtube.com/watch?v=5QOXptSa8jE

https://www.youtube.com/watch?v=dH2xhPvmQ0M

Role Purpose

The Partner Enablement Specialist role within the Americas Partner organization has the objective of increasing self-sufficiency and preference for Hitachi Vantara solutions within their region by building the knowledge level with defined partner base to deliver partner-led revenue for Hitachi Vantara (HV). This individual will have a focus on their respective region and support the enablement of all partners within the region ensuring each partner can articulate Hitachis technical offerings and value proposition. Additionally, this position will be responsible to develop and support internal communications regarding their partners various Go-to-Market (GTM) initiatives, technical capabilities, and programs.

The Partner Enablement Specialist will work closely with the partner manager (PM), AMER Pre-Sales, AMER Partner Enablement, global enablement, alliances, product management, engineering, and marketing teams. They must be technically competent and take a pro-active approach in driving the Americas partner revenue growth in their targeted markets/region.

Success will be measured through performance against Annual Operating Plan (AOP), development of solution pipeline, tactical execution of initiatives, number of partner sales and pre sales trained, partner sourced business, and indirect revenue growth.

Responsibilities

• Educate and enable the partners technical teams within a defined geography on Hitachis core and emerging solutions to ensure their ability to properly articulate Hitachis value proposition

• Leverage HVs longer term training programs to develop a team of 20 partner technical experts per district

• Work with partner management team to identify strategic partners and build/execute a plan to enable partner sales and technical teams that aligns with the partner management and district teams within the assigned territory

• Deliver 201, 301 and 401-level technical based training and recruit internal experts to educate partner technical teams

• Increase awareness and usage of tools and programs within Hitachi Vantara and partner teams.

• Work with Partner SCs to understand and deliver key messaging that relates to top Regional System Integrator and resell partners.

• Develop deep technical product and solution awareness among the partner technical community for existing portfolio and future releases.

• Help to align partner sales/technical teams to Hitachi teams to expand new business and share of wallet in existing accounts.

• Build a self-sufficient partner community that can qualify, quote, and close Hitachi solutions

• Be the technical ambassador and technical enablement person for the defined region ensuring our partners have the ability to message our technical value prop, our Data Stairway to Value messaging, our portfolio, and speak to use cases and references.

Key Skills, Knowledge, & Experience Required

• A well-documented, solid, and successful sales career having generated results from a subject matter specialist or business development role.

• Relevant reallife experience with bimodal IT operations: procuring, selling, implementing, utilizing and/or operating such infrastructures multi-cloud solutions (workload-defined private and public clouds).

• Consultative skills: solutions-focused, establish credibility; explore requirements; turn issues into possibilities, plan in view of interests, ambitions and possibilities; handshake engagement; deliver on it

• Knowledgeable about the most relevant industry players, offers, and dynamics: infrastructure, professional services, and XaaS.

• Understanding of Big Data and Analytics technologies, including the key players in the industry, differences in data warehouse and data pipeline solutions, familiarization with hyperscale cloud/virtualization providers (Azure, AWS, Google Cloud Platform, and multi-cloud). Experience supporting enterprise software sales cycles a plus, Pentaho experience a significant plus.

• Superior presentation / communication skills: purposeful structure, crisp content (less is more), actionable delivery

• Relationship building: Maintain good rapport and demonstrates leadership and teamwork in cross-functional teams.

• Organizational awareness: establish power-base mapping to sensibly act and plan in accordance

• This position requires 60-70% travel.

• 7+ years of work experience with progressive responsibility in business development, strategic partnerships, alliances or solution sales.

• High energy level and ability to influence, inspire and excite an audience to lead with Hitachi Vantara solutions

All qualified applicants will receive consideration for employment without regard to race, color, religion, place of origin, ethnic origin, national origin, ancestry, age, sex, sexual orientation, gender identity, transgender status, genetic information, mental or physical disability, marital status, pregnancy, veteran status, or any other characteristic protected by applicable national, state, or local law.
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