Hitachi Data Systems Director Regional Multi-Channel Sales Manager - 020374 in Dubai, United Arab Emirates

Title: Director Regional Multi-Channel Sales Manager Location: ARE-Dubai

Job purpose

The role of the Channel Sales Director is to lead the Emerging region channel team to deliver incremental revenue growth and to support the business growth strategy.

The Channel Sales Director’s responsibility covers all aspects of channel sales and includes Partners, VADS and GSI’s.

The Channel Sales Director is a key member of the Emerging EMEA region leadership team.

The Emerging EMEA region covers Turkey, Middle East and all Sub Saharan Africa.

HDS Hitachi Data Systems

Hitachi Data Systems builds information management and Social Innovation solutions that help businesses succeed and societies be safer, healthier and smarter.

We focus on big data that offers real value – what we call the Internet of Things that matter. Our IT infrastructure, analytics, content and cloud solutions and services drive strategic management and analysis of the world’s data. Only Hitachi Data Systems integrates the best of information technology and operational technology from across the Hitachi family of companies to deliver the exceptional insight that business and society need to transform and thrive.

We connect what works today with what’s next.

Principle Accountabilities

  • Further develop, manage, communicate and execute the Channel business strategy and structure in liaison with the VP Emerging EMEA, management team and Sub Region GM’s.

  • Responsible for developing and driving partner quota targets for the region, consistent with the regional plan. Working closely with the GM’s andSales Directors to achieve set targets.

  • Adapt and implement the Global/EMEA Partner Strategy within the Emerging EMEA business model. Manage and enforce consistent Channel Go-To-Market activities and policies across the Emerging EMEA region

  • The Partner Portfolio consists of the Partner Ecosystem surrounding our customers, including traditional Strategic Partners, Distribution, targeted Alliance Partnerships (e.g. SAP, Microsoft, Brocade, etc) and selected System Integration partners.

  • Responsible to recruiting, leading , amangeign and developing a team of Channel Sales people across the Emerging Region. All channel people in the region roll up directly to the Channel Sales Director and are dotted line in to local management.

  • Ensure there is a healthy and pro-active distribution ecosystem in place.

  • Take direct responsibility for growing the Global SI business in the Emerging Region.

  • Constantly evaluate and develop the Emerging Region partner coverage model. Ensure a well-balanced partner portfolio to maximize growth and conversely to minimize partner conflict. Identify and recruit new partners, based on the identified coverage gaps.

  • Ensure that the account management, the development process and the sales engagement for all partnerships are consistent and are followed by the teams. This includes areas such as deal registration, business reviews, account mapping sessions, etc.

  • Submit accurate weekly/monthly/quarterly forecasts in the company format, in alignment with the sub regions

  • Develop and implement internal and external communication and engagement, to ensure effective and consistent messaging to the organisation and market

  • Drive together with the Sales Leaders, partner business planning reviews with all strategic partners. Business planning and quarterly business review meetings are core responsibilities of the Channel Managers day to day role, with the objective to align all functions and sub regions between HDS and the partners’ organization to drive and execute mutually agreed plans.

  • Identify, develop and drive the appropriate enablement and partner marketing strategy into the strategic partner base, focused on core strategic focus areas, such as Content, Virtualization, Converged, Analytics, etc. Leverage functional support to build and enable the relevant solution capabilities, certification requirements and focused demand generation activities into the partner base. This requirement applies to all strategic partners operating in the focused and non-focused HDS account territory.

Entry Criteria/General

  • Proven track record in channel management and GSI’s sales in the Middles East Turkey and Sub Saharan Africa region.

  • Minimum of 7 years’ experience in a Channel sales and management capacity

  • Proven record of successful staff management of a medium to large team, specifically in leading, motivating, coaching and developing.

  • Proven record of successful collaboration between cross-functional groups.

  • Sound knowledge of the local IT market.

  • Ability to relate to all levels within the organisation, its Partners, and Customer relationships

  • Sound financial business acumen

  • Evidence of meeting and exceeding quotas.