Role Purpose: The System Integrator (SI) Account Manager is an end user sales executive responsible for leading HDS sales campaigns in association with the assigned System Integrator, utilizing all resources at his/her disposal. This may include “Sell To”, “Sell Through” or “Sell With” approaches as well as utilization of our channel partners. The SI Account Manager will have responsibility for tactical implementation of the SI Strategy within the specificassigned geography and coordination/management of the relationship between HDS field sale teams and the comparable SI field sales teams. The SI Account Manager is responsible for selling all products, services and solutions offered by HDS as well as those solutions jointly developed between HDS and the assigned integrator. Key Responsibilities • Establishment of a list of potential joint HDS/SI pursuit clients in conjunction with the assigned SI. • Development and Management of the relationship, target account sales strategy and sales execution in conjunction with the virtual team of HDS colleagues and the corresponding SI Sales team. The teams will be formed within the geography of the target client identified in the joint client pursuit list described above. • Support of and participation in the HDS/SI solution development process as required by the Global SI Executive responsible for the SI, where applies. • Implementation of all related SI strategies within the assigned geography. • Achievement of assigned quota based upon activity levels and effectiveness of sales strategies implemented. • Establishment of solid relationships at all levels both within the assigned SI and the associated HDS field teams. • Insure integrity of proposals submitted including the overall deal structure and pricing of the opportunity (as perany price approval guidelines) where End Customer has no HDS AM assigned or sell to business. • Responsibility for governance and communication of progress on projects both within in HDS and within the assigned SI organisation. • Evangelize and engage with HDS Field Sales to educate on SI Solution and how to work with SI Field as a SI Business Partner • Recognize, analyse and take action on go-to-market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships • Extensive knowledge of storage industry solution offerings from all key alliances targets and competitors • Expertise in creating, executing and driving solution selling and product marketing for storage infrastructure solutions – especially in the context of major partnerships. • Strong business acumen and negotiation skills