Partner Sales Manager - Pentaho

We’re Hitachi Digital Services, a global digital solutions and transformation business with a bold vision of our world’s potential. We’re people-centric and here to power good. Every day, we future-proof urban spaces, conserve natural resources, protect rainforests, and save lives. This is a world where innovation, technology, and deep expertise come together to take our company and customers from what’s now to what’s next. We make it happen through the power of acceleration.

Imagine the sheer breadth of talent it takes to bring a better tomorrow closer to today. We don’t expect you to ‘fit’ every requirement – your life experience, character, perspective, and passion for achieving great things in the world are equally as important to us.

The Team

We are team Hitachi Pentaho, the innovative minds behind a suite of sophisticated software that accelerates data fitness within organizations.

Part of Hitachi Group, our expertise supports the cutting-edge work of Hitachi Vantara and Hitachi Digital Services. We're people-centric and here to power good. We unlock data's full potential so that together, we can take theme park fans on magical rides, conserve natural resources and save lives. This is a world of dynamic data migration, trusted data discovery, reliable privacy and compliance and unified data integration. We do it all on a global scale. We do it through the power of acceleration.

Imagine the sheer breadth of talent it takes to bring a better tomorrow closer to today. We don't expect you to "fit" every requrement - your life experience, character, perpective and passion for achieving great things in the world are equally as important to us.

The Role

The Partner Manager will be tasked with helping to create and drive revenue opportunities by managing the overall business alliance partnership, development, execution and cross-functional coordination of the Value Added Reseller (VAR) business for Pentaho Product Software Business. This position acts as the coordination point for partnerships that support market share growth for Pentaho and their partners. This individual will be expected to be the resident expert regarding Value Added Resell partners, including their market segments, customer lifecycle, sales processes, competitive landscape, complimentary solution capabilities and key stakeholders in order to develop and execute on a market plan.

The successful individual will be able to informally lead colleagues in product management, sales and supporting functions in the development and execution of a coordinated partner growth strategy. Specifically, the individual will develop senior level relationships with VARs in area of Data Management/Big Data/Analytics/Edge, working across all sales teams, and all other facets of the business to create mutually beneficial relationships. Success will be measured through development of a strategic roadmap, tactical execution of initiatives, strategic wins, customer success case studies, practice buildout, repeatable solutions and overall revenue growth.

Key Responsibilities:

• Oversee all aspects of relationship; Sales, Product Management, Product Marketing and Marketing.
• Development and co-management of a comprehensive quarterly and annual business development plan with sponsorship and participation from VARs partner managers.
• Increase Pentaho sales team’s productivity, deal size and awareness of VARs.
• Train Pentaho sales teams on how to co-sell services from VARs using a combination of programs such as lunch and learn, new hire training, and new product training
• Conduct account planning sessions with Pentaho’s salesforce, which includes segmenting account base to coordinate customer contact
• The identification, acquisition and development of successful relationships with a range of VARs.
• Enable Pentaho’s VARs to effectively position and sell their solutions portfolio by proactive engagement, education and communication of a shared value proposition.
• Be a trusted Advisor to the VARs business.
• Continuously seek to improve and build upon knowledge of market trends including environmental and competitive influencing forces.

What you'll bring:

• 7+ years of work experience with progressive responsibility in product management, field sales, channel sales, or business development of enterprise software business
• 5+ years of work with named alliances or its eco-system strongly preferred in the data management space
• Experience in leading cross-functional teams
• Very strong organization, program management and execution skills
• Previous consulting, product management, alliances, sales/marketing
• Experience with data management, data lake, Hadoop, software applications and data center operations and enterprise.

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.

About us

We’re a global, team of innovators. Together, we harness engineering excellence and passion to co-create meaningful solutions to complex challenges. We turn organizations into data-driven leaders that can make a positive impact on their industries and society. If you believe that innovation can bring a better tomorrow closer to today, this is the place for you.

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.