NextWave Partner Program

Recruitment and onboarding of strategic service partners to expand partner ecosystem for target portfolio offerings. Provide ongoing Alliance and Partner training on new and enhancements in CRM deployment.Develop and maintain partner tools including partner compliance and certification dashboards (Tableau) plus partner revenue reporting on key performance indicators to Services Management.Cross-function collaboration with Services offerings management organization to channelize and publish services collateral, deploy tools, and other assets for Partners to resell and deliver.Manage Partner Rebate Programs for qualifying Hitachi solutions and services.Expanded role in 2019 to co-lead annual Partner Program launch for all partner types and 4 business models. Resources in the Program include:• Partner Program Manual• Partner Business Model Guides• Partner Deal Registration• Partner Sales, Presales, Services Delivery Accreditation and Certification• Partner Training• Partner Program Onboarding• Partner Program Incentives front-end promotions and back-end rebates• Partner Portal and Tools for optimized self-service

Contributor to the CY16 Partner Portal launch (Adobe Experience Manager [AEM] Platform)Completed UAT testing for partner CRM (deployment including the underlying systems), CPQ, plus Services and Solutions Catalog rendering on both the Partner-facing and Customer-facing portals. Conducted internal and external market data research and analysis to create a clear image of the business landscape for Direct and Indirect sales teams to reveal and target high opportunities with prospective Cloud, Converged, Content and IOT customers. These included net new and upsell/cross-sell opportunities within the existing customer base (based on a ‘sell-thru, sell-with and sell-to’ model).Provided support for key deals and shepherded unique Request-Per-Quote (RPQ) sales through multiple systems (Hitachi/Distributor/Partner or GSI) to ensure correct and holistic deal configuration plus matching pricing are properly invoiced. Managed and approved Partner Rebate Program payouts for targeted Hitachi Solutions via SalesForce reporting to incentivise partners towards higher sales in strategic portfolio areas.

Led the development and launch of the Hitachi Partner Services Catalog application. The dynamic catalog simplifies the services-led sales methodology by aggregating service resources to enable Hitachi Partner Managers and Hitachi Partners to more easily enhance sales beyond product offerings. Managed the creation and implementation of multiple Service Catalogs (by service type, regional coverage, and partner category [Resellers and Service Providers]) to position the sale and/or delivery of product and software services offered by both Hitachi and strategic business partners.Supported the augmentation of Partner sales, including hardware and software product drag, from $94m to $103m.

Solutions Go To Market Team• Co-led development, launch, and iterative enhancement of a business intelligence database consisting of 50,000 prospective customers and 2,700 business partners from 20+ sources.• With the data, produced information-rich prospect profiles and evaluations with opportunity scoring for Hitachi Channel leadership resulting in new reseller partnerships generating >$3m in end-customer product sales • Streamlined back-end rebates program reporting by 4 hours/quarter by migrating reporting from Siebel to Salesforce• Reviewed eligibility of Market Development Fund submissions ($8.5M) by participating and qualified partners in good standing (>150 submissions)

Improved the execution of all in-park entertainment to enhance stadium atmosphere and fan experience including the 2013 California/Carolina Minor League All Star Game.