Function
Presales
We’re Hitachi Vantara, the data foundation trusted by the world’s innovators. Our resilient, high-performance data infrastructure means that customers – from banks to theme parks – can 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. Right now, we’re laying the foundation for our next wave of growth. We’re looking for people who love being part of a diverse, global team – and who get excited about making a real-world impact with data.
The Role
Will be the prime owner or building the technical and solutions relationship with the GSI (Global Systems Integrator) globally. Will be responsible for building and deepening trusted-advisor relationships across large accounts, industry verticals and business units within the GSI. create new markets, joint solutions and partner-sourced pipeline for Hitachi’s solutions and technologies. This is a global, partner-facing pre-sales role that operates at the intersection of technology, business value and partner strategy.
Responsibilities
- Develop and maintain a clear understanding of the GSI’s go-to-market plans, key initiatives and priority offerings.
- Identify and build relationships with the key stakeholders within the (practice heads, offering leads and Centers of Excellence).
- Build relevance and create preference for Hitachi’s technologies and solutions within the GSI’s GTM plans, offerings and initiatives.
- Use business acumen to translate technology and solutions into actual use cases, business outcomes and quantified benefits for the business or end customer
- Evaluate the need for a particular solution or use case, build the business case and quantify the market potential of the solution
- Identify expertise within Hitachi, GSI and third-party solution providers and be the person who can co-ordinate and build a team of experts to build solutions relevant to the market
- Be the co-ordinator and chair of the solutions council to help build and co-create market-relevant joint solutions with the GSI, from ideation and business case through MVP, launch and scale.
- Work with the sales teams to help design the joint GTM and solution roll-out globally.
- Provide inputs to Hitachi’s product and engineering teams on the need for product improvements and solution requirements based on feedback from the markets or the GSI
- Provide technical expertise and support to the Hitachi Vantara GSI sales team, including detailed product, solutions and services knowledge.
- Work with other stakeholders of the business globally to define roles and responsibilities of each stakeholder and execute the technical plan.
- Work closely with the GAM and business leaders to overachieve revenue and margin targets.
- Identify skill / technology gaps within the GSI and help bridge them through structured enablement, training and certification programs, tracking practitioner readiness across the GSI’s practices.
- Ensure that GSIs are updated and are fully competent on Hitachi technology and solutions.
- Ensure that Hitachi is aware and competent on the GSI solutions and competitor solutions offered to the GSIs
- Build detailed solution architecture, quantify the resource requirement for unique solution builds, plan build timelines and justify budgets for co-creation activities .
- Build repeatable, partner-deliverable assets for the GSI – reference architectures, solution blueprints, demonstrations, playbooks and delivery guidance – so the GSI can independently position, sell and deliver Hitachi-based offerings
What you'll Bring
- Minimum of 10+ years of technical pre-sales / solution consulting experience, preferably with or for GSIs, SIs or large OEMs with a breadth of offerings on infrastructure, applications, hybrid cloud, cyber resiliency and AI solutions.
- Deep Knowledge on key infrastructure technologies ( storage, compute, network, virtualization), cloud offerings and services ( AWS, Azure, Oracle).
- Should have independently designed and delivered innovative hybrid cloud solutions with elements of cyber resiliency, analytics and AI.
- Should have the ability to keep track of cloud offerings in the markets and design competitive differentiators for Hitachi solutions.
- Should have experience of having built and sold SaaS offerings .
- Should have experience on articulating the value of automation, and should have the ability to identify opportunities and design the high level architecture for automation projects.
- Have a clear understanding of digital transformation use cases for each vertical and identify gaps in the GSI solution/offerings and proven ability to help bridge the gaps by working with engineering or third-party providers.
- Must be a continuous learner of new technologies and solutions in the hybrid cloud, cyber resiliency, data and AI space. Must have Deep IT industry knowledge.
- Experience in building and managing solutions and enablement programs, including all program lifecycle aspects (such as Opportunity Information gathering, building a business case, high & Low level architecture definition, resource plans, etc.)
- Should be an accomplished presenter of sales and technical material to both small and large groups.
- Excellent communication skills, both written and oral are required. Possess the ability to effectively present ideas, and properly describe problems and propose solutions.
- The candidate must be a self-starter and possess excellent time management skills. The successful candidate will function independently to determine proper methods and procedures and may supervise other personnel as part of the role.
- Demonstrated self-confidence and self-reliance in conducting demonstrations, training, and experience working in Business-to-Business situations.
Competencies
- Strong knowledge of strategic outsourcing (SO) and systems integration (SI) business strategies as well as pursuit and delivery models highly desired.
- Working knowledge of ITaaS, SaaS, PaaS and cloud computing highly desired.
- Application and Solutions experience specific to SAP, HANA, Oracle, are required. Platform experience is needed with VMWare, Hyper-V, Windows and Linux. Integrating server and storage architectures is a must.
- Should have the ability to decipher the OT ecosystem and use proven Hitachi technologies to bridge the IT/OT Gap.
- Must truly be a believer and practitioner of automation, cost efficiencies and innovation.
- Must be self driven and a team player. Sharing of knowledge and working with colleagues is an absolute must. Must be adept at working in a transparent and open work environment
- Must have experience building technical solutions, working with system integrators, resolving customer IT problems, and the ability to work well in a team setting. A comprehensive understanding of Information technology is required with emphasis on Applications, Compute, Networking Platform, Storage Fabric and Storage Platform.
- Critical thinking, reasoning, and problem solving are an essential part of this position.
- Requires the ability to interact with various customers spread across the industry, geography, including executives, scientists, engineers, analysts, system administrators, architects and other computer and business professionals.
- A broad background and general knowledge of technical, administrative, and financial areas and a basic understanding of related terms and business processes a plus.
Job Profile Summary
Responsible for the design and development of information technology solutions. Works closely with the sales team to identify external clients’ needs and business requirements. Translates such specifications into possible technological solutions. Outlines project objectives, technical requirements, schedules, deliverables, and cost estimates. Works in conjunction with the client and the development team to arrive at the recommended solution and provides direct support in meetings and presentations. Presents recommended solution to client for validation and improvements. Keeps abreast of technological developments and applications to initiate enhanced solutions. An Expert Professional (P5) is a recognized master in professional discipline typically obtained through advanced education and work experience. Typically responsible for: Establishing operational plans for job area. Developing and implementing new products, processes, standards or operational plans that will have impact on the achievement of functional results. Requires communication with leadership.
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We’re a global team of innovators. Together, we harness engineering excellence and passion for insight to co-create meaningful solutions to complex challenges. We turn organizations into data-driven leaders that can a make positive impact on their industries and society. If you believe that innovation can inspire the future, this is the place to fulfil your purpose and achieve your potential.
Hitachi is a global company operating across a wide range of industries and regions. One of the things that sets Hitachi apart is the diversity of our business and people, which drives our innovation and growth.
We are committed to building an inclusive culture based on mutual respect and merit-based systems. We believe that when people feel valued, heard, and safe to express themselves, they do their best work.
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.
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.
