Senior Relationship Manager managing RBC commercial banking relationships in the Retail Goods & Services sector. Delivering credit, financial analysis, sales, and client acquisition solutions.
About the role
- Partner Manager expanding Hitachi Vantara’s data infrastructure solutions through Canadian channel partners. Driving partner-sourced revenue, territory pipeline, training, and go-to-market execution.
Responsibilities
- Develop new opportunities with existing and acquisition partners
- Work closely with Sales and Sales Management to execute partner-led sales strategies
- Develop and drive internal adherence to HV partner programs
- Promote partner capabilities and value propositions to local HV sales teams
- Serve as go-to-market leader and subject matter expert for assigned partners
- Interface with HV sales, pre-sales, partner sales and pre-sales, and Global System Integrator sales teams
- Grow HV brand presence and preference across the assigned territory
- Increase the number of partner representatives selling HV solutions
- Drive new partner-sourced business and align HV enterprise accounts to the partner base
- Recruit new partners to drive the full portfolio of solutions
- Aid in end-user selling alongside channel partners
- Own and manage forecasts and pipelines for assigned accounts and territory
- Execute gap plans to exceed revenue objectives
- Facilitate partner support using available HV programs
- Work with GSI National Account Managers on district-based opportunities
- Establish relationships with partner executives and involve HV management
- Participate in and organize partner sales and pre-sales training programs
- Document a territory business plan using SFDC
- Participate in the district leadership team and build relationships with the area DM
Requirements
- 10+ years of industry knowledge and experience inclusive of Storage, digital transformation, IOT, solution selling, and related technology experience and industry
- Knowledge of HV partner base
- Knowledge of HV Alliance partners’ and GSI’s sales teams and solution offerings
- Strong leadership, communication, and sales skills
- Proven ability to leverage MDF programs to drive results and capture new business
- Ability to develop lasting high-level relationships that influence revenue growth
- History of exceeding sales goals
- Strong presentation and public speaking skills
- Ability to articulate a persuasive value proposition to VP and CEO levels within the partner community
- Ability to prioritize effectively while managing a large geographic territory
Benefits
- Bonus/variable/commission pay programs, where applicable
- Industry-leading benefits, support, and services supporting holistic health and wellbeing
- Flexible work arrangements, role and location dependent
- Autonomy, freedom, and ownership
- Reasonable accommodations during the recruitment process
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