Solutions Business Manager

Location: Charlotte, rl 28210 Job Category: Sales/Retail/Business Development Career Level: Experienced (Non-Manager) Company: Hitachi Data Systems Solutions Business Manager 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. The Southeast Solutions Business Manager will take ownership of the Global Solution Services delivery business within specified sales Districts in North America. This position will act as the bridge between Pre-Sales and Post-Sales processes and helping associated Sales Representatives actively promote GSS service offerings to the sales teams and our customers. Qualified candidates will ideally be located in Charlotte, North Carolina or Richmond, Virginia.Job Function:' Work with assigned Sales Representatives/System Engineers and the appropriate GSS Consultants to ensure timely pricing and scoping of engagements in accordance with published Service Level Agreements.' Explain the services portfolio, GSS procedures, and the solutions development engagement model to customers and internal HDS account teams' Work with Sales and Consultants to plan and implement a program of account management activity to ensure the most effective support for solutions and services opportunities' Ensure that appropriate Opportunities and Engagements are entered in the ChangePoint system and that correct Sales Funnel, Opportunity Forecast Roll-Up, and Win-Loss data is maintained for those Opportunities.' Work with Resource Managers to make sure that appropriate delivery resources are 'soft-booked' in ChangePoint in accordance with published Service Level Agreements. Communicate resource assignments to Sales teams.' Work with Sales and Finance to insure customer Master Services Agreements are in place.' Work with GSS Consultants and Finance Business Analysts to insure that SOWs, financials, and contracts are reviewed, modified as necessary, and approved in accordance with published Service Level Agreements.' When appropriate, and using approved templates and information from proposals, develop SOWs and 'one-off' contract language and attach to ChangePoint engagements. This will only be done for Opportunities that are forecast to close. ' Ensure that signed SOWs are attached as Knowledge Items to ChangePoint engagements and that Resource Managers know that signed SOWs have been obtained.' Monitor project delivery status as maintained by Resource Management. Formally report the status of all projects to GSS Management and District Management. Provide billing forecast data to GSS Management on a weekly basis.' Work with Project Managers, Consultants, and Sales to coordinate and document project Change Requests as necessary.' Manage process of obtaining Acceptance Certificates by determining who will obtain them and then insuring they are obtained and forwarded to Finance in a timely manner. Attach copies signed AC's to ChangePoint Engagements as Knowledge Items. ' Monitor Engagements through completion to insure the financial success of each Engagement. ' Interface with Customer and indirect partners/distributors as necessary to facilitate successful sale and delivery of GSS services. ' A minimum of 10 years' IT experience, with at least 3 years spent selling and managing medium to high value IT programs. Previously worked for a technology vendor, Software or Systems Integration company or an IT Consultancy ' Practical experience of selling and defining IT infrastructure programs and projects' A good knowledge of storage industry products and service offerings' A clear understanding of the solutions sales and project delivery methodology' Understand how to work with a customer to define and solve data storage-related problems' Possess the ability to resolve issues and conflicts, as well as be able to take ownership when faced with challenging situations' Experience working with sales and delivery partners' Good knowledge of Hitachi products and servicesOther: ' No Direct reports.' Will cover one to three separate Sales Districts.' Reports to GSS Director of Operations' Maintain a 10% billable utilization target.' Maintain up-to-date knowledge of all GSS services - whether developed by Global Services Development or locally' Highly proficient in written and spoken business English' Well organized, adaptable and a clear thinker' Strong leadership, influencing, communication and interpersonal skills' Willingness to accept responsibility and ownership' Innovative, actively looking for solutions to problems, a catalyst for change' The ability to manage competing business pressures effectively' Confident and self-reliant, but be able to work as a team member, demonstrating clear commitment to team objectives