Business Partner Sales Manager

General information:

This is a Senior Partner Management role to drive business growth and pipeline with Managed Partners in support of the company’s revenue goals. Managing all aspects of selected Managed Partners throughout Europe and CIS this role is responsible for the execution of the company’s partner strategy, developing plans focused on pipeline generation, marketing and enablement, and driving alignment with Field Marketing and Sales teams across Poland and Eastern Europe. This role is critical to the success of the region, identifying, developing and driving pipeline with Managed Partners and to discover and deliver incremental, partner-originated revenue opportunities for the region.

Reporting to the European Sales Manager, the Strategic Partner Account Manager, will apply insight and planning to drive HITACHI ENERGY Enterprise Software solution propositions with selected managed partners in order to generate a pipeline of incremental sales opportunities in support of Field and Inside Sales revenue goals. Business Partner Sales Manager will support sales opportunities, marketing and services initiatives to create HITACHI ENERGY Enterprise Software and Managed Partner regional alignment.

To achieve these objectives, the Strategic Partner Account Manager must work cross functionally through the various HITACHI ENERGY ES sales, marketing, services and support departments displaying direction and leadership to define and advance the overall team goals.

Responsibilities:

• Proven track record of direct or virtual people management.

• Previous enterprise software sales and management experience (both direct and indirect).

• Experience of working with large software vendors particularly SAP, Oracle IBM and Microsoft is valuable.

• Proven track record of managing partners as well as strong success in personally developing partner relationships/ programs with demonstrable results.

• Knowledge of Enterprise Information Management or comparable market space, competitors, trends and related industries.

• Previous experience successfully partnering with local and international SI’s and technology partners such as SAP, Oracle, IBM and Microsoft.

• Proven history of being able to work independently and with cross-functional sales, marketing and engineering teams to achieve company and departmental objectives.

• Strong business acumen and capable of developing and managing strategic plans with partner and company executives and challenging the status quo.

• Proven history of analyzing situations, employing creative and effective decision making to solve problems/achieve results.

• Outstanding written/verbal communication skills and excellent negotiating skills and ability to present to both small and large audiences.

• Industry knowledge in Utilities, Industrial and Engineering desirable but not essential.

• Good understanding of Asset management, Workforce Management and Energy ‘Portfolio Management’.

Skills required:

• Proven experience working closely with the European region Marketing organization to drive business and pipeline growth with partners in support of the European region sales teams.

• Focuses on strategic partnerships and strong execution to build long term value and sustainable success for both HITACHI ENERGY Enterprise Software and its managed partners.

• Contributes to the development of the European region Managed Partner Strategy and Business Plan working with the Sales Managers and other stakeholders across the business.

• Experience working with Field Marketing and Sales Teams, to develop structured, enablement plans and marketing campaigns focused on partner-originated pipeline generation.

• Ability to work independently to determine the best approach for achieving personal and team goals.

• Proven experience with Interfaces with Senior Management this role inside HITACHI ENERGY to drive closer engagement between our respective sales, field marketing, professional services and customer services teams.

• Knowledge working with Managed Partner political structures and builds senior executive champions to drive change and overcome hurdles.

• Experience working with Interfaces and share best practices with other regional partner leads and stakeholders.