Channel Sales Representative

Job Category: Sales/Retail/Business Development Career Level: Experienced (Non-Manager) Company: Hitachi Data Systems Channel Sales Representative Hitachi Data Systems (HDS) is recognized as a leading provider of business solutions for the world's most IT-intensive corporations. The company offers the industry's fastest, largest and most reliable storage solutions designed for companies committed to non-stop operation and transition to Internet business reliance. Thirty-eight of the Fortune-50 companies in the United States are HDS customers. Hitachi has provided the backbone processing platforms for these enterprises and has led the world in high capacity and high bandwidth computing. HDS has been the recognized choice for mission critical applications in the F-1000 and Financial Times 100 enterprises. HDS was formed in 1989 and is a wholly owned subsidiary of Hitachi LTD with global revenues of over $73 billion. Hitachi is one of the leading technology companies in the world with research and development investments of over 6 billion dollars annually. Headquartered in Santa Clara, California, HDS is a global company with three thousand employees in forty countries and generates worldwide revenue of approximately $3 billion. The HDS professional services organization complements the product revenue with technical and business solutions. The company has a direct sales force and also supports a two-tiered indirect sales program. Storage products are offered to a growing list of OEM customers including Hewlett Packard and Silicon Graphics. HDS is one of a few natural players and enjoys a substantial technological advantage with its storage solutions. The organization is built around 6 independent business units, each with a P & L mission and IPO opportunity. Job Overview:The Channel Sales Representative (CSR) is responsible for selling HDS and partner product and Services (Products) through indirect channels to an assigned territory. In most instances, the assigned territory will be a geographically defined territory in which certain 'HDS focus' accounts are excluded. The CSR is responsible for identifying the current and potential resellers that will provide the best coverage of the assigned territory. The CSR will work with the Channel Manager (or other member of Indirect Channel Organization) to add or remove authorized resellers for the territory. Job Responsibilities:The CSR will determine and implement the appropriate actions required to encourage resellers to sell 'Products.' These actions include, but are not limited to:- Identifying which reseller reps will be the HDS champions in each reseller and create a virtual district of reseller reps.- Focus on face to face time with reseller reps in order to build mindshare for HDS Products.- Providing technical training on Products to reseller reps.- The CSR is expected to personally provide the vast majority of this training.- The CSR may use other HDS or partner resources when appropriate.- Providing training on HDS value proposition to reseller reps.- Providing training on successful HDS sales methods that can be applied by the reseller reps.- Recommending to District Manager and Channel Manager the use of special incentives for the resellers. Drive the approved programs within the resellers.- In some instances, at the request of the reseller, the CSR may participate and assist end user calls. (This is particularly true as some S390 accounts are transitioned to resellers).- The CSR will implement and track leads that are not reseller specific.- Forecasting the reseller business to the district manager and helping the reseller forecast to Hitachi. Experience - External: Job Requirements:- Technical Product knowledge.- Business knowledge.- Effective presentation skills.- Ability to influence.- Prioritization.- Effective time management.- Ability to identify and muster required support resources.- Effective relationship building.- Must be able to function independently with minimal supervision.- Forecasting ability.- Must be able to manage reseller reps as a virtual team.- Familiarity with marketing programs.- 3+ years as a channel sales rep in the industry