APAC Alliance Solution Manager for Alliance Partners: Weka, Supermicro

4 weeks ago

Singapore Hitachi Careers Full time
We're Hitachi Vantara, a global infrastructure business. Our people are the force of meaningful progress. We enable the incredible with data - from taking theme park fans on magical rides, conserving natural resources, protecting rainforests to saving lives. We empower businesses to automate, optimize and advance innovation. Together, we create a sustainable future for all.

Imagine the sheer breadth of talent it takes to inspire he future.

We don't expect you to 'fit' every requirement - your life experience, character, perspective, and passion for achieving great things in the world are equally important to us.


Hitachi Vantara is looking for a Strategic Alliance / Business Development Manager to build a APAC strategic relationship with Weka, Supermicro & Nvidia to complement our digital infrastructure sales motion.

The role is responsible for establishing and leading a APAC strategy, driving revenue, cross functional alignment, execution and GTM activities with Weka, Supermicro & Nvidia.

The APAC Alliance Manager will work successfully within Hitachi Vantara as well as within the alliance(s) partner organization to build credibility, effective communication, evangelize the Hitachi Vantara story, execute strategy and vision, and cultivate key executive relationships that result in jointly differentiated solutions and mutual revenue achievement.


Responsibilities

Cultivate relationships with key parties within Weka, Supermicro & Nvidia and align/develop a joint strategy that has a long-term focus to bring to market long term, jointly differentiated solutions.

Take input from product management, solution management, Business Segment Leaders and APAC Leaders, and key APAC Account Customers to develop strategies, programs, and metrics for success that are aligned to the company's business priorities worldwide.

Effectively partner across the entire Hitachi Vantara functional groups to enable strategic solutions to be delivered to the APAC market.

Collaborate with product management and engineering from both organizations to ensure appropriate technology integrations and support and endure roadmap briefings and knowledge sharing.

Develop a business plan around building a successful partnership with alliance partners that allows both organizations to monetize the relationship.

Impact the overall Hitachi APAC sales strategy, GTM plan, and revenue results from our partnership with the alliance partners as assigned.

Work with appropriate Hitachi Vantara and alliance partners resources (marketing, channel, and field sales, etc.) to execute GTM efforts for all appropriate Hitachi Vantara solutions, delivering incremental revenue.


Work effectively across functions with other Hitachi Vantara employees to manage and grow the alliance partners' business.

Leverage a broad understanding of the Hitachi Vantara and alliance partners products being represented.

Be able to articulate the customer, partner and sales value propositions for the alliances partnership(s) assigned to you.

Evaluate alliance partners strategies and provide analysis and recommendations about how those strategies will drive Hitachi revenue to Hitachi Vantara management.


Provide regular market impact status information to Hitachi Vantara Management including Hitachi Vantara + partner forecast & pipeline information.

Develop a comprehensive understanding and awareness of the alliance partners relationship and activity across the key Hitachi business units.

Promote an inspiring and positive attitude during face-to-face, verbal, and written communications.

Manage appropriate resolution in many varied situations in a positive, effective manner displaying Hitachi values of harmony, sincerity, and pioneering spirit.


Effectively interface at many levels with senior managers.

Qualifications
15+ years of experience working with Partners, Alliances and Systems Integrators. Possesses requisite business acumen with broad industry knowledge.

Highly skilled at developing executive-level relationships.

Experience achieving annual revenue results, with a proven track record of growth.

Extensive knowledge of GTM models, including sell with, sell to, sell through, co-branding, and OEM.

Demonstrated success in building and leading APAC cross-functional teams.

15+ years working in APAC, complex business models that have successfully delivered solutions to market.

Advanced ability to work and manage within a heavily matrixed and APAC organization.

Excellent communication and presentation skills with demonstrated strength in public speaking.

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