Hitachi Data Systems Specialist Regional Multi-Channel Sales Representative - 021196 in Stockholm, Sweden

Title: Specialist Regional Multi-Channel Sales Representative Location: SWE-Stockholm

Ignite your career with Hitachi Vantara! We have a proven track record of creating the future for more than 100 years. Thousands of the most mission critical systems in the world’s largest enterprises use our solutions today. We’re going to change the way the world works and we’re going to make it a better place. Not by helping our customers and partners innovate but rather, by helping them intelligently innovate so they can deliver outcomes that truly matter for business and society.

Hitachi Vantara, a wholly owned subsidiary of Hitachi, Ltd., helps data-driven leaders find and use the value in their data to innovate intelligently and reach outcomes that matter for business and society. We combine 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. Only Hitachi Vantara elevates your innovation advantage by combining IT, operational technology (OT) and domain expertise. We work with organizations everywhere to drive data to meaningful outcomes.

Great careers start with innovation and here at Hitachi Vantara, our promise is to deliver insights that power smarter businesses and inspire social innovation solutions for a healthier, safer future. The key to our innovation is our people -- our culture values respect, diversity, and collaboration. Join our Hitachi family and together, let’s lead the way to extraordinary!

Role Title: Regional Channel Manager Norway, Finland, Sweden & The Baltics

Reporting to: Regional Director (solid), and Country Manager Sweden & The Baltics (dotted)

Direct Reports: none

Location: Solna, Sweden

Role Overview

A channel sales champion with the ability to create and manage Partner campaigns and programs that are appropriately targeted towards their respective customer markets and the Hitachi solution offerings. Through proactive engagement, education and sales activity, you ensure the achievement of targets based on growth, profitability, and the development of a secure client base for the Partner and Hitachi.

Principal Accountabilities

An integral role within the Channel organisation, the Regional Channel Manager will be responsible for:

  • The identification and development of successful relationships with a range of Channel Partners in order to achieve the revenue target set for the region. Partners can be Global/Regional System Integrators, Cloud Services Providers, Distributors, Independent Software Vendors (ISVs) and Value-Added Resellers (VARs)

  • Enabling our Partners to effectively position and sell the Hitachi solutions portfolio by proactive engagement, education and communication of the value proposition.

  • Developing appropriate business plans with the Country Managers for Norway, Finland, Sweden & The Baltics and ensuring continuous review through monthly business forecasting, sales opportunity reviews and on-going progress against target.

  • Working closely with the larger Hitachi Sales Team across the Nordics and in Europe, for example when opportunities go across borders.

  • Ensuring that sales opportunities are fully qualified by leveraging relationships with both the Partner and the end customer through new client and prospect visits.

  • Creating and managing high quality marketing campaigns through appropriate review processes and initiatives such as participation in Trade and Professional shows.

  • Driving the eco-system partnerships for maximum potential revenue gain.

  • Acting as a consultant and expert, attracting interest in Hitachi solutions and services by combining sales with the delivery of intellectual knowledge.

  • Continuously seek to improve and build upon knowledge of market trends including environmental and competitive influencing forces.

  • Acting as a channel partner advocate, showing empathy with their challenges and issues and creating plans to address their needs.

Required Qualifications & Experience

  • University degree from a recognised institution is ideal, however relevant work experience will be taken into consideration.

  • Those with solution-selling experience are encouraged to apply.

  • Well-developed ability to manage Channel Partners virtually with strong emotional intelligence and negotiation skills.

  • Indirect Channel experience (either from vendor, distributor or system integrator perspective).

  • Gains value added reseller support by driving and leveraging Eco-System Partnerships.

  • Experience in dealing with one or more of the larger System Integrators like Accenture, Cap Gemini or Indian System Integrators for example.

  • Ability to probe, listen, qualify and resolve concerns or obstacles to a sale in a logical fashion, emphasizing the Hitachi solutions that will deliver maximum benefit.

  • Good knowledge of the IT data solutions market around IT infrastructure, data integration, data management, big data analytics would be an advantage.

  • Experienced in building business cases, different business models (CAPEX, Lease, OPEX, As-a-Service) and particularly IT Economics / Storage Economics is a plus

  • Budget management skills for marketing projects funds.

  • Strong business planning and forecasting abilities.

Personal Attributes/Capabilities

  • Effective communication, relationship building and presentation skills.

  • Team orientated and takes personal responsibility.

  • Effectively communicates ideas

  • Fluent in both Swedish and English