Director - Technical - Content Solutions - Hitachi Data Systems - Singapore

Job description
Responsibilities
Drive the sales force across Asia Pacific region to sell the content, mobility & archiving solutions. Drive district and rep activities with regard to the market segment.
Do sales calls at customer accounts. Demo product, if required.
Act as a consultant and expert, attracting interest in HDS solutions and services by combining sales with the delivery of intellectual knowledge.
Act as a customer advocate, showing empathy with their challenges and issues and creating plans to address their needs.
Continuously seek to improve and build upon knowledge of market trends including environmental and competitive influencing forces.
Probe, listen, qualify and resolve concerns or obstacles to a sale in a logical fashion, emphasising the HDS solutions that will deliver maximum benefit.
Keeping abreast of the market, our competitors, customer requirements and the available products. Assist with strategy setting for the sales force with regard to the market segment.
Education and knowledge transfer to the sales and pre-sales organizations.
Develop and enable channel partners to sell Content & File Services solution.

Training analysis and identifying training needs. Coordination of training requirements for the sales and pre-sales organizations.
Report on appropriate metrics in order to drive decisions.
Coordination with alliance partners to drive HDS sales of product.
Performs other duties as required - Actively supports company change programs and acts as a role model for solution selling.
Completes all job functions as per department and organization policies and procedures.
Maintains current knowledge in present areas of responsibility (e.g. attends ongoing educational programs).
Demonstrates responsibility for scope of position/own standard of practice.
Demonstrates full knowledge of current position’s and department’s relationship to flow of
Services. Demonstrates understanding of knowledge of organizational strategy and objectives.

Desired Skills and Experience
Track record of success in business technology related consulting,
Minimum 8 years of experience working in mainstream IT.
Experience with Content Management or archiving software (like EMC Documentum, OpenText, Interwoven, Symantec Enterprise Vault, CommVault, Symantec NBU)
Experience in selling other object storage technologies like Atmos, Bycast etc.
Significant experience within at least one competitive or partner organization at a high level, (experience of working in various functions, e.g. sales, marketing, etc) to have credibility with the HDS sales team.
Proven ability to coordinate consultative multi-skilled teams, customer, third-party and Hitachi people.
Proven ability to resolve conflict and arbitrate
An understanding of the market conditions and requirements in the practice specialty area
Knowledge of the techniques, sensitivities, and issues around consulting and Knowledge of IT development processes and IT technologies
Discipline-specific knowledge as appropriate, for example:
Experience in Enterprise applications business assessment and requirements consulting, general knowledge in storage management and SAN-based storage solutions
Experience in business impact analysis and risk analysis, designing and implementing and documenting business continuity solutions
Experience in designing, implementing and documenting storage management solutions

Competencies
1) Superior presentation skills
2) Proficiency in English (mandarin is a plus)
3) Strong knowledge of sales and driving sales organizational success
4) General technical knowledge of HDS products and solutions and the overall IT environment as described below:
Good understanding of the Content Management solutions requirements and solution approach for the same.
Business Continuity & Data Protection
Compliance & regulation framework as it relates to IT
Good understanding of applications like Symantec EV, OpenText, Documentum, NICE, Verint
5) Coordinate with Alliance team for technical integration and solution development with ISV partners
6) Knowledge of competitive environment and alternative technological solutions/approaches.
7) Managing a team, planning team strategy re: resources, etc
8) Ability to build solid working relationships
9) Proficient with a PC, good working knowledge of the MS Office

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