Hitachi Data Systems Specialist Sales Account Representative-Strategic & Vertical Alliances - 021690 in Brussels, Belgium

Title: Specialist Sales Account Representative-Strategic & Vertical Alliances Location: BEL-Brussels

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!

Who Are We?

Hitachi Vantara is ranked as FORTUNE Magazine’s “100 Best Companies to Work For”. We are a wholly-owned subsidiary of Hitachi, Ltd and one of the top IT vendors in the information technology sector. Our customers include more than 80% of the Fortune Global 100 companies. We have a presence in more than 100 countries, employing more than 12,000 globally, with forecasts to grow to a size in excess of USD6 billion. Hitachi Vantara is poised to be a disruptor in the billion-dollar “3rd Platform of Computing”; the integration of social, mobile, cloud and mobile. The Hitachi Vantara Vision is clear and compelling, Data drives our world, and information is the new currency. Send it. Receive it. Use it. Information has become our most valuable asset. The challenge for global businesses lies in making it both available and secure. We don’t just sell storage we provide customers with solutions to make their businesses better. Our solutions have the power to enhance and change lives. How is Hitachi Vantara different? Hitachi Vantara offers best in class information technologies that reduce IT costs and increase agility. Hitachi Vantara is the leader in storage virtualization and in the only company to offer a common virtualized platform for all data and information. As a result our customers can reduce operational costs, increase storage asset utilization and efficiency, increase the speed and agility of IT to support and grow the business and leverage existing investments longer for improved return on investment. Hitachi Vantara solutions help organizations transform raw data into valuable information by delivering on a vision that IT must be Virtualized, Automated, Cloud-ready, Sustainable. • Virtualization: Hitachi Vantara delivers the best storage and information infrastructure to create and support virtualized IT environments. • Automation: Hitachi Vantara enables your business to deliver new applications and business systems to deliver new applications and business systems into production faster and with less cost through automating time-consuming operations. • Cloud-readiness: Hitachi Vantara solutions are built to enable you to adopt or evolve to cloud computing models or IT-as-a-service at your own pace with minimal risk. • Sustainability: Hitachi Vantara is a recognized innovator in building sustainable facilities and products.

Why consider a career at Hitachi Vantara?

Seeking to make an impact with your talent? Are you passionate in helping clients improve their businesses? Are you looking to be recognized for your achievements?

Job Title: Business Development Manager, System Integrators & IT Service/Cloud Providers, Belgium & Luxembourg

Reporting into: Belux General Manager People reports: 0

Job purpose Hitachi Vantara approaches the market both directly and indirectly through a variety of Channels. The Channel comprises resellers, distributors and larger Systems Integrator relationships. Through these relationships we leverage the ‘sell to’, ‘sell through’ and ‘sell with’ models and the Leader of the Indirect Sales Revenue in Belgium & Luxembourg should address all of those specific routes to market. The purpose of the role is to ensure this indirect sales organization achieves its planned sales objectives within the scope defined by the Belux Sales Management. The incumbent would be required to implement, develop & lead Partners Sales and Marketing activities for their respective market in order to meet company set targets for growth, profitability, retention and development of customers with a specific focus on System Integrators & large IT Service/Cloud providers. Furthermore the purpose of this job is to: • Develop relationships with our main partners ensuring that Hitachi Vantara is viewed as a strategic partner. • Manage indirect sales opportunities • Recruit new Partners within the Cloud Providers and System integrators community. • Manage and further develop relationships with third party suppliers to facilitate the generation of revenue to meet the growth target for the region. • Work with Marketing and Services to enable Hitachi Vantara Partners to sell and position our solutions. • Work closely with the Key Accounts teams to develop joined engagement and become a strong partner with the existing Sales Managers for Large Accounts. • Be accountable of the Partners strategy to the Belux Management team • Business Development • Set appropriate business plans following target setting and sales review with Sales Director Belux. • Monitor on-going progress against target, submitting the team weekly business forecast and reviewing plans on a regular basis with manager, taking corrective action where appropriate. • Report Forecast both locally and at EMEA level. • Coordinate all aspects of resources needed to meet the Hitachi Vantara solution and partner and/or customer requirements. • Ensure identified sales opportunities are properly qualified by the sales team and high quality of campaigns through appropriate review processes. • Operate within Corporate/Regional/Local policies for the entire indirect sales organization. • Maintain and promote Corporate image of sales excellence, service, growth, stability, values and reputation in company markets and with staff and partners through a range of initiatives including: • C-Level meetings with Key partners • Ensure HR policies and practices are observed, from local, legal and ‘good practice’ aspects


• Significant Sales Through experience (either from vendor or system integrator perspective) • Strong leadership, influencing, sales and interpersonal skills • Effective communication and presentation skills • Strong management skills and development of people, to ensure a high quality and highly motivated senior sales team • Effective relationship building skills • Minimum 10 years successful IT Industry experience, with 3 years minimum in a management position • Experience and success in working with, building and developing Partners and Alliances • Established network of Senior business contacts in the Channel and SI market in Belux • Ability to identify and engage required support resources • Budget management skills for marketing project funds • Business Planning/Forecasting abilities • Degree or equivalent formal education, including extensive sales training • Highly numerate and highly proficient in written and spoken business English • Well organised, adaptable and clear thinker • Willingness to accept responsibility and ownership, with strong ethics


• “Hunter” type of selling skills • Gains value added partner support by driving and leveraging Eco-System Partnerships • Makes Formal Sales Presentations • Closes Through Personal Identification with the Product/Service • Makes Joint Calls • Develops Comprehensive Product Knowledge to be a credible resource • Team Orientation • Takes Personal Responsibility • Effectively Communicates Ideas • Account Knowledge • Communication and Relationship Management • Managing and being accountable for Results • Maintains Profit Conscious Focus in a Management Role