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GSI Partner Manager

4 weeks ago

Sydney, New South Wales, Australia Hitachi Vantara Full time
Our Company

We're Hitachi Vantara, the data foundation trusted by the world's innovators. Our resilient, high-performance data infrastructure enables customers—from banks to theme parks—to 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. Currently, we're laying the foundation for our next wave of growth. We seek individuals who enjoy being part of a diverse, global team and are excited about making a real-world impact with data.

Role Overview

We are expanding our indirect/partner sales team as part of our investment in the Global Systems Integrator (GSI) market, with ANZ as a key region in APAC for FY25. Successful candidates will have experience managing and driving revenue through Systems Integrators and can demonstrate extensive relationships with one or more strategic GSI partners in the ANZ region.

In this role, you will develop go-to-market strategies, specific solution offerings, and collaborate with assigned GSIs to win with our joint customers. You will leverage market intelligence, partner events, product specialists, and your professional network to nurture existing relationships and develop new ones to close high-value opportunities.

The GSI Role
  • Build trusted business relationships based on shared objectives and values.
  • Own and manage primary GSI executive relationships in ANZ and globally to drive business.
  • Identify, qualify, and pursue opportunities through regular contact with your assigned GSIs.
  • Ensure effective collaboration with GSIs, including quarterly QBRs with Hitachi Vantara and GSI executives.
  • Develop and execute a strategic GSI plan to promote revenue, profitability, and growth.
  • Coordinate with internal teams and GSIs to develop tailored solution offerings for market needs.
  • Create and maintain a realistic pipeline and forecast, reporting progress regularly.
  • Drive activities to achieve sales quotas, defining necessary strategies and relationships.
Candidate Profile
  • Proven track record managing GSI relationships with accountability for multi-million dollar quotas in storage, data infrastructure, or hybrid cloud.
  • Successful sales history, quota achievement, and revenue growth in the GSI market.
  • Executive presence with the ability to influence at all levels within GSI partners, customers, and internal teams.
  • Experience working in complex, matrix environments with multiple stakeholders.
  • Strong business acumen and knowledge of data center technology, hybrid cloud solutions, and the partner ecosystem.
  • Ability to collaborate with key vendors and hyper-scalers to align strategic sales plays.
  • Willingness to travel up to 50%.
  • Excellent communication skills—verbal, written, and presentation.
About Us

We're a global team of innovators harnessing engineering excellence and passion for insight to co-create meaningful solutions to complex challenges. We transform organizations into data-driven leaders that positively impact their industries and society. If you believe in inspiring the future through innovation, join us to fulfill your purpose and reach your potential.

Diversity, Equity, and Inclusion

Diversity, equity, and inclusion (DEI) are core to our culture. We value diverse thinking, allyship, and empowerment to achieve powerful results. We encourage applications from all backgrounds and support your uniqueness and full potential.

Employee Wellbeing

We prioritize your holistic health with industry-leading benefits and flexible work arrangements (role and location dependent). Our goal is to foster a sense of belonging, autonomy, and ownership in a collaborative environment. We are committed to equal opportunity employment and welcome all applicants. If you require reasonable accommodations during the recruitment process, please inform us to support your success.

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