Partner Account Manager

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Job Title Distribution Partner Account Manager A/NZ

Reporting To Strategic Partner & Alliances Director A/NZ
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Job Purpose

The primary responsibility of the Distribution Partner Account Manager is to manage the overall

performance, direction and strategy of Hitachi Vantara distributors and unmanaged tier 2 partners. Drive

revenue growth in new accounts, the Commercial segment for Hitachi Vantara products across ANZ. The

role will include developing and executing business plans and associated activities that results in Hitachi

Vantara establishing a leveraged and profitable channel environment.

This role is fundamental in supporting Hitachi Vantara ANZ go to market strategy. This Distribution Partner

Account Manager will be an advocate for the Hitachi Vantara channel and will work closely with segment

sales leaders and solution specialist teams in order to deliver work structured and compelling solution

offerings via distribution.
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**Responsibilities**:
Management of:

- The growth of the distribution and tier 2 unmanaged channel business in ANZ.
- The recruitment, development and growth of unmanaged tier 2 partners for the associated

region.
- The development and growth of distribution alliance / ISV partners.
- Marketing activities with the support of the Hitachi Vantara and channel marketing managers.
- All distribution resources relevant to Hitachi Vantara vendor engagement, including BDMs,

product managers, marketing, finance, and procurement.
- Consistent evaluation and development of the channel and distribution coverage model.
- Development of existing tier 2 partners and recruitment of new partners as required to

complete/broaden that coverage.
- A well-balanced partner mix to maximise growth and conversely to minimise channel conflict.
- All measurement criteria within the partnership agreements including performance targets and

training and accreditation requirements.
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Planning & Strategy:

- Drive the execution of a Distribution, EverFlex XaaS Standard and Partner Services strategy.
- Evaluate and develop an appropriate ANZ distribution and tier 2 partner coverage model for the

commercial market where appropriate.
- Map end to end resources and requirements for the distribution go to market strategy, including

functional group requirements and expectations for partner enablement, operations, marketing,

presales, education and services.
- Develop and document Distribution and Tier 2 Unmanaged (Focus partner) Plans for

demonstrating a strong understanding of the partner's business issues and their value proposition

to the market leveraging that to the maximum.
- Foster a "teamwork" approach whereby all Hitachi Vantara functional areas are engaged and

supportive of the distribution plan to contribute to the mutual success of partners and Hitachi

Vantara.
- Along with partner marketing drive the creation of Distribution and Tier 2 Marketing Plans.
- Provide oversight to ensure marketing execute these plans.
- Ensure a high focus in utilising MDF to generate new opportunities.
- Co-ordinate and conduct quarterly business review sessions with the distributors.
- Ensure consistent account and business planning is carried out by distribution, partners and

relevant Hitachi Vantara sales team.
- Review, recruit and enable appropriate reseller and alliance partners-based solutions and

coverage gaps.
- Identify potential market driven solutions that can develop and / or delivered via distribution.
- Equip yourself as a "trusted advisor" and cultivate executive level relationships within the

distributor and their partners by understanding the critical business issues of both parties and

how Hitachi Vantara's capabilities can address those issues.
- Foster a relationship with the distributor and their partners that promotes a "Sell With" culture

that encourages the channel to team with you Hitachi Vantara sales colleagues in customer-facing

activities.
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