Hitachi Data Systems is looking for a Channel Manager to further develop its storage business in Poland by supporting channels and generating storage leads. The role will be responsible for the storage revenue in Poland, developing the business plan, managing channel sales forces, assisting with marketing and closing sales. The ideal candidate will have 7+ years of IT experience, preferably in storage sales, 5+ years of commercial experience in Poland, and experience in direct and channel sales management. They should be customer-oriented, technically skilled in storage/networking, and fluent in English and Polish.

1. Confidential Briefing Document
CHANNEL MANAGER
POLAND
HITACHI DATA SYSTEMS

2. THE COMPANY
Hitachi, Ltd. is one of the world’s largest integrated electronics companies. Many
industry watchers essentially view Hitachi, Ltd. as a unique fusion of IBM and General
Electric - in that Hitachi, Ltd. encompasses the broad spectrum of IT products and
solutions and semiconductor fabrication expertise that you see at a company like IBM.
But, Hitachi also spans the heavy machinery, thermonuclear reactor engineering, and
other heavy machinery-oriented goods that General Electric produces.
Hitachi, Ltd. is a manufacturer of over 20,000 products. This gives us a competitive
advantage relative to storage-only vendors, in that we can leverage the IP and the
research talent across many, many thousands of products, and bring a lot of that IP and
research talent to bear on a central key focus or core business area -- storage.
Hitachi Data Systems Corporation is a wholly-owned subsidiary of Hitachi, Ltd.,
originally formed as Hitachi Data Systems Corporation in 1989 as a joint venture
between Hitachi, Ltd. and EDS. Hitachi, Ltd. owned 86% of the original entity with
Electronic Data Systems (EDS) owning the remaining 14%. Fast forward to April 1999,
Hitachi Data Systems became a wholly-owned subsidiary of Hitachi, Ltd. and has been
operating as such ever since.
In North America, Europe and other key geographies, Hitachi, in various forms --
whether it is Hitachi Data Systems, its predecessor, National Advance Systems, or the
predecessor of that company, Itel -- the fact is Hitachi has been selling industry-leading
storage solutions and server solutions for the past three decades.
This is an impressive track record that most storage companies we compete with today
cannot claim.
Our go-to-market strategy is comprised of direct and indirect sales in over 170 countries
and regions.
Hitachi Data Systems has a 3,400-strong global employee base and it is expanding.
We’re essentially positioned, within Hitachi, Ltd., as the strategic focal point for all
storage infrastructure solutions, storage management software, and consultative services
pertaining to storage.

3. THE OPPORTUNITY
Further development of the Hitachi Data Systems Storage Business in the defined Area
with focus on Hitachi Storage Solutions, including Enterprise and mid-range hardware
and software, as well as Storage Area Networks.
The defined Area is defined as Poland.
Responsible for supporting a wide range of channels and, in addition, evaluating and, if
approved, engaging with additional channels.
Responsible for lead generation and customer engagement including assessing customer
storage needs and introducing the appropriate channel to the customer.
Reports to the Director of Sales, Mid-Europe.
Duties & Responsibilities
' Responsible for the Hitachi Data Systems Storage Revenue in the Area
' Develop and regularly update the Business Plan for the Area.
' Define, Run and Manage the Hitachi Data Systems Storage Business through channels
in the Area
' Identify Storage Leads with Hitachi Data Systems sales and together with channel sales
in the Area
' Develop & Support the channel Sales Force in the Area
' Manage knowledge transfer to the channels in the Area
' Assist the channels in the Area with marketing activities
' Assist the channels to close sales in the Area
' Assist the channels to develop and grow the Pipeline in the Area.
' Work closely with Director / Manager of Partner Support and Director/manager Pre-
sales (CEEMEA) to ensure that the technical resource is sufficient to support the
channels.
JOB REQUIRMENTS
' Technical degree and a minimum 7 years experience in IT, preferably storage, solution
sales
' Minimum of 5 years experience of commercial operation in the defined Area.
' Minimum 3 years experience in direct sales and, preferably, minimum 2 years
experience in channel management
' Strong articulate Skills with experience in RFI / RFP
' Strong Technical Skills especially in Storage or Networking.
' Customer and Business Orientated at Executive level.

4. THE PERSON
' Fluent in English and at least one language of the Area to be covered.
' Polish nationality
' Self Motivated.
' Eager to learn.
' Strong implementation Skills.
' Strong negotiation Skills.
' Natural Communicator Written & Spoken.
' Leadership skills