Regional Manager, Financial Services

Location: New York,  Y XXXXX Job Category: Sales/Retail/Business Development Career Level: Experienced (Non-Manager) Company: Hitachi Data Systems Regional Manager, Financial Services 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 purposeThe job purpose is to provide HDSCC financial services offerings to complement the sale of Hitachi Data Systems products and services solutions. Results to be achieved are the acceleration of revenue and profitable realization of returns on residual investments made in those solutions. The position works directly with the Hitachi Data Systems Sales teams and its customers to accomplish these objectives.Responsibilities' 1. Structure financial transactions to meet customer requirements (20%) - Position works directly with Hitachi Data Systems Sales teams and end-user customers, responsible for structuring financial solutions to meet new and existing customer business needs. This responsibility encompasses various aspects of the opportunity development process from opportunity inception to contract execution. Included in this aspect of the position is working with the Sales Representative to structure a financial transaction that improves Hitachi's chances of success, applying approved pricing guidelines towards this end. The position is expected to be a creative financial resource that provides solutions and guidance to both Hitachi Data Systems Sales and Sales Management as well as to the end-user customer. ' 2. Build and manage a portfolio of HDSCC leases (20%) - Through the origination of new leases and other financial structures, position will build and is responsible for profitably managing the resultant portfolio. The origination of new leases is key to the success of the position and is typically, one of the quota measurements that will be used for measuring the position's variable compensation. ' 3. Develop strategies and proposals to realize residual investments (20%) -Position is required to proactively develop strategies and proposals to recover the residual investments made when original leases were written. The primary goal with this responsibility is to profitably accelerate revenue for the corporation. The position will work closely with the Hitachi Data Systems Sales teams to create unsolicited proposals to extend current technologies or re-fresh to newer generations depending on end-user customer requirements. This function is also typically one of the quota measurements used for the measurement of the position's variable compensation. ' 4. Build and develop relationships with customers (20%) -Working through and next to the Hitachi Data Systems Sales teams that the position supports, to fully develop relationships with end-user customers and partners as applicable, particularly with the financial decision makers. The goal for this aspect of the position is to create relationships that expand Hitachi's presence within the customer base and provide competitive advantage. ' 5. Become an overall financial strategy resource to HDS Sales (5%) -The position is expected to be well-versed in all aspects of financial deal structuring so that the individual can provide expert advice to the Sales organization regardless of whether or not the customer is interested in a direct financing structure with HDSCC. This would include but is not limited to, attending and participating in all strategic account planning sessions, reviewing RFPs for financial considerations, meeting with customers to discuss financial aspects of Hitachi proposals and act as a business adviser to the Sales and Sales Management teams to assist with business cases for presentations and discussions with both internal and external customers. ' 6. Conduct financial training and education as required (5%) -Because the deliverables related to this position are relatively complex and not very well understood by many, the position must be capable of providing financial training and education in a fashion that will be understood at all levels within all channels, both direct and indirect. Additionally, the position must be able to deliver more as more in-depth and insightful training to the more sophisticated audience. ' 7. Reporting to management (5%)-Position is responsible for reporting all activities to Management as required, including, but not limited to: forecasting and pipeline management, exception requests, and periodic updates related to portfolio management activities.' 8. Contract preparation (APAC only-5%)-Due to resource constraints in APAC, position must be able to accurately prepare contract documentation for execution by end-user customer as well as the preparation of settlement documentation for billing purposes. Profile' The ability to work autonomously and proactively is extremely important. Position operates remotely from Management team and therefore must be able to function without direct supervision. Because the position manages a portfolio of Hitachi investments, it is critical that the individual has an acute attention to detail, strategic thinking and planning in order to maximize Hitachi's return on investment. Position must be able to balance the pursuit of the deal with the fiduciary responsibility it has to the Corporation, using sound business and financial judgment as well as following the Corporation's policies and procedures toward that end. ' Position requires travel as necessary to support the area of coverage and due to the nature of internal and external customer needs, accessibility and a willingness to perform at a high level must be beyond a normal "nine to five" position. Competencies' In depth knowledge of customer acquisition processes, leasing and the ability to calculate lease rates in a variety of complex structures. ' Knowledge of FAS-13, accounting and tax benefits of leasing.' Minimum five (5) years of large ticket leasing sales experience. ' Bachelors Degree in Business Minimum, MBA preferred.