Vice President, Small ' Medium Markets

Location: Santa Clara, CA 95050 Job Category: Sales/Retail/Business Development Career Level: Executive (SVP, VP, Department Head, etc) Company: Hitachi Data Systems Vice President, Small ' Medium Markets 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. VP LevelMajor Responsibilities:The person will be responsible for establishing a commercial network to support a high volume, high reward channels environment with targeting small to medium sized businesses globally. Direct the planning and execution of programs based on a proven business model, and ensure achievement of targeted results. This role will look at all functional orgs, and recommend business practices and models. Recruit the initial team at key locations. Work with managers to capture metrics around process efficiency including lead flow, lead conversion, and pipeline measurements. Conduct strategic market planning to maximize execution on ideal prospects. Strategically select the prime markets and customer profiles that fit the company's offerings to maximize efficiency of the team.Contribute to the development of marketing programs and campaigns that drive awareness, education, and stimulate sales opportunities through continually improving quality and quantity of lead flow. Establish the overall strategic framework to ensure success in this new low touch, high volume channel.Evaluate, define, and implement the complete value chain from Product Development to Service and Warrantee. Identifies outsourcing and other effective processes and measures to ensure overall low cost and efficient processes. Establish go to market strategy.Has complete ownership for the organizations profit and loss.Works closely with all the functions in the value chain to provide leadership and ensure execution to the established objectives. Responsible for maintaining close mutually beneficial relationship with reseller/distributors.Recruits a world class team to lead and bring additional experience to supplement the new mindset required for this low touch, low value add process.Owns revenue quota targeted for $60 million in the first year, $240 million in fiscal year 2009.Growth will have a huge impact to HDS businessCOMPETENCIES REQUIREDStrategic Goals and Tactics (20% of time)'Accomplishes, or has made agreed upon progress towards, 100% of planned goals and objectives.'Effectively implements appropriate goals and tactics to the staff level for current fiscal year in area(s) of responsibility.'Actively participates with other members of leadership in creating strategic plans for their area(s) of responsibility.'Anticipates the ways that changes in area(s) of responsibility may affect other areas of the organization. Involves as appropriate potentially affected stakeholders throughout the organization in the planning of new initiatives. Involves external stakeholders in planning for new initiatives as appropriate.'Ensures that department-specific initiatives are consistently on track.Channel Sales Coordination (45% of time)'Oversees efforts to design, build and maintain multi-tier channels for HDS product sales/distribution. 'Ensures that HDS, distributors and channel partners share business alignment and partners have the appropriate organizational capacity (e.g. expertise, knowledge/solution base, distribution network). 'Ensures that strong relationships are developed with distributors and channel partners to ensure HDS products are well positioned in distributors/channel partners' sales activities. 'Spends time directly with distributors/channel partners to promote HDS products, services and solutions. 'Coordinates channel marketing efforts in collaboration with Channel Marketing and Marketing. 'Oversees the development, implementation and maintenance of the two-tiered distribution model.'Oversees the disbursement by distributors and channel partners of marketing development funds. Ensures that accrued funds for each distributor and channel partners are appropriately spent within established guidelines.'Oversees the data analysis function for channel sales, including forecasting, trending and accounting.'Works with a variety of organizations and senior executives to establish the corporate strategy for channel sales.'Owns the agreed upon vision and builds the plan for execution in the Channel Sales Organization. 'Coordinates with other geographies to ensure a global approach. 'Serves as the conscience for channel sales deliverables to ensure that we have the right service deliverables for pre-sales opportunity development as well as for post sales delivery.'Leads a pre-sales support organization for channels responsible for business consulting, training and development, and field product management.'Serves as a member of the sales management executive team responsible for setting the strategy, goals and objectives for sales and services.'Spends significant time in customer locations representing the Channel Sales organization in addition to making calls with the channel sales force representing the Sales Management executive team.Budget (5% of time)'Develops, secures approval of and administers a budget, (including a capital budget), that provides for the attainment of agreed upon goals and objectives in accordance with approved plans, and provides efficient and cost effective utilization of resources.'Meets 100% of controllable budget goals.'Provides oversight and direction to directors to ensure the accurate preparation of operational budgets based on actual cost studies, expenditure estimates, and operational familiarity. Monitors and recommends adjustments during the year to ensure attainment of budgetary goals.'Creates or reviews special and/or recurring financial/accounting/billing/staffing reports as needed/requested for area(s) of responsibility.Administration (5% of time)'Ensures staff and department compliance with organization, local, state, federal and international laws, regulations, standards and the requirements of regulatory and accreditation agencies, including those governing professional practice, and contractual arrangements.'Oversees the development and implementation of department policies and procedures. Ensures that they are consistent with organization policies. 'Prepares and reports the performance indicators for area(s) of responsibility to their supervisor. Provides recommendations for improving organizational/staff performance.'Meets as needed with other departments to resolve issues.Professional Development (5% of time)'Maintains current knowledge in present area(s) of responsibility (e.g. self-education, attends ongoing educational programs). 'Maintains current understanding and knowledge of management and leadership techniques and skills. Attends meetings, presentations, conferences, and reads related literature necessary to fulfill these responsibilities.'Develops and maintains appropriate contacts with various professional organizations, individuals, peers, etc. to share information and best practices and represents organization at meetings of the same.Leadership & Supervision (20% of time) Ideal Experience:He/She will have a proven track record of channel success as an individual sales performer, as well as management roles with experience executing marketing programs and promotions that drive ideal prospects. The individual will have a proven track record managing staffs with multiple locations. A minimum of 15 years of experience in order fulfillment, distribution, marketing functions culminating in a general management role with full P&L responsibility.Has led the development of a new business from infancy to revenues in the hundreds of millions of dollars per year. Has led go to market strategies that have successfully grown in revenue.Has evaluated, challenged and reduced costs of a complete value chain in a low touch, low value add, high volume distribution reseller model.Experience in the storage industry would be optimal, but not required. Experience in other low touch product industries is acceptable.Has global experience.