We’re Hitachi Vantara, the data foundation trusted by the world’s innovators. Our resilient, high-performance data infrastructure means that customers – from banks to theme parks – can focus on achieving the incredible with data.
If you’ve seen the Las Vegas Sphere, you’ve seen just one example of how we empower businesses to automate, optimize, innovate – and wow their customers. Right now, we’re laying the foundation for our next wave of growth. We’re looking for people who love being part of a diverse, global team – and who get excited about making a real-world impact with data.
We are growing our indirect / partner sales team as part of an investment in the Global Systems Integrator (GSI) market with ANZ as one of the focused regions in APAC for FY25. The successful candidates will have a background managing and driving revenues through a Systems Integrator and can demonstrate extensive relationship in one or more of the strategic GSI partners in ANZ region.
In this role, you will develop go to market plans, specific solution offerings and collaborate with the assigned GSIs - to win with our joint customers. You will leverage market intelligence, partner events, product specialists, and your own professional network to nurture existing and develop new relationships to close high value opportunities.
The GSI Role
- Building of trusted business relationships, built on shared business objectives and values.
- Passionately own and manage all primary GSI executive relationships in ANZ and where appropriate and as part of a team – globally to drive business.
- Laser focus on the identification, qualification, and pursuit of opportunities through regular contact with your assigned GSIs.
- Ensure the best possible collaboration with the GSI - over and above the competition. Provide quarterly QBR’s with assigned executive sponsors from Hitachi Vantara and the GSI executives.
- Lead the development of a strategic GSI plan, to advance the company's mission and objectives and to promote revenue, profitability, and growth in collaboration with the assigned GSI.
- Coordinate with internal and GSI teams to develop unique and specific solution offerings that will address a need in the marketplace and provide joint wins for Hitachi Vantara and the GSI.
- Create and maintain a realistic pipeline and forecast that tracks strategic and tactical GSI revenue opportunities. On a periodic and formal basis, reports financial results and business initiative progress to the sales and GSI leadership team.
- Drive a plan to achieve assigned quota by defining necessary activities, key relationships, and strategic solutions to exceed sales targets.
What You’ll Bring To The Team
- Current and significant track record directly managing a GSI relationship with accountability for delivering a multi $m quota in storage, data infrastructure, hybrid cloud
- Proven track record of sales success, achieving quotas, thinking big and growing revenue streams in the GSI market.
- Executive presence and ability to influence and sell to all levels within GSI partners, customers, and our internal organization.
- Demonstrated ability to work in a highly complex, matrix work environments with multiple stakeholders.
- Strong business acumen and appreciation of data centre technology, hybrid cloud solutions, tech partner ecosystem and marketplace.
- proven ability to work with key data networking, security, and compute vendors, as well as hyper-scalers to drive our strategic sales plays aligning to GSI requirements.
- Flexibility to travel 50% of the time.
- Inspiring communication skills; verbal, written and presentation.
Championing diversity, equity, and inclusion
Diversity, equity, and inclusion (DEI) are integral to our culture and identity. Diverse thinking, a commitment to allyship, and a culture of empowerment help us achieve powerful results. We want you to be you, with all the ideas, lived experience, and fresh perspective that brings. We support your uniqueness and encourage people from all backgrounds to apply and realize their full potential as part of our team.
How we look after you
We help take care of your today and tomorrow with industry-leading benefits, support, and services that look after your holistic health and wellbeing. We’re also champions of life balance and offer flexible arrangements that work for you (role and location dependent). We’re always looking for new ways of working that bring out our best, which leads to unexpected ideas. So here, you’ll experience a sense of belonging, and discover autonomy, freedom, and ownership as you work alongside talented people you enjoy sharing knowledge with.
We’re proud to say we’re an equal opportunity employer and welcome all applicants for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran, age, disability status or any other protected characteristic. Should you need reasonable accommodations during the recruitment process, please let us know so that we can do our best to set you up for success.
Top Skills
Hitachi Vantara Sydney, New South Wales, AUS Office
26 Talavera Road, Level 6, Tower B North Ryde (Macquarie Park) , Sydney, Sydney, Australia, 2113
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