Head of Partners and Alliances, ANZ at Hitachi · Melbourne

Head of Partners and Alliances, ANZ Location: Macquarie Park, New South Wales, Australia Function APAC Sales Our Company We’re Hitachi Vantara, the data foundation trusted by the world’s innovators. Our resilient, high-performance data infrastructure means that customers – from banks to theme parks ­– can focus on achieving the incredible with data. If you’ve seen the Las Vegas Sphere, you’ve seen just one example of how we empower businesses to automate, optimize, innovate – and wow their customers. Right now, we’re laying the foundation for our next wave of growth.  We’re looking for people who love being part of a diverse, global team – and who get excited about making a real-world impact with data. Job description What you’ll be doing We are seeking a senior, commercially driven leader to head our Partners & Alliances function across ANZ. This role will be responsible for defining and executing a high-impact partner strategy to accelerate growth, expand market reach, and strengthen our ecosystem across distribution channel, and alliance relationships. The ideal candidate will bring a strong track record in building, scaling, and optimizing partner networks, with the ability to translate strategy into execution. This role will work closely with regional leadership and cross-functional teams to drive partner-led growth, enable scalable routes to market, and enhance long-term business performance. Key Responsibilities In this role, you will take ownership of shaping and advancing the partner and alliances agenda across ANZ, ensuring it is fully aligned with broader regional and global growth objectives. You will be responsible for defining a clear and executable partner strategy that enables scalable, partner-led routes to market and strengthens our position across key segments. A core focus of the role will be building a robust and future-ready ecosystem. This includes identifying and onboarding new strategic partners, as well as expanding and deepening relationships with existing alliances to unlock incremental value and drive sustained revenue growth. You will ensure that our partner landscape is balanced, high-performing, and capable of supporting long-term business ambitions. You will play a critical role in translating strategy into action by leading structured partner business planning, setting clear performance expectations, and establishing strong governance frameworks. Through close collaboration with sales, marketing, pre-sales, and delivery teams, you will ensure alignment and consistency in go-to-market execution, enabling partners to effectively position and deliver Hitachi Vantara solutions. Driving partner capability and engagement will also be central to your success. You will champion enablement initiatives that enhance partner expertise, strengthen solution positioning, and improve overall market impact. At the same time, you will implement rigorous performance tracking mechanisms to monitor pipeline, revenue contribution, and overall partner effectiveness. As a senior leader, you will operate with a high degree of influence, engaging with executive stakeholders both internally and externally and representing the partner function in strategic discussions. You will continuously leverage market insights, competitive intelligence, and evolving ecosystem trends to refine and strengthen the partner strategy, ensuring it remains relevant and impactful in a dynamic environment. Key Success Drivers This role carries direct commercial accountability for partner-led growth across ANZ, including pipeline creation, revenue attainment, and partner performance management aligned to regional targets. Own and deliver ANZ partner-sourced and partner-influenced revenue targets, with clear quarterly performance objectives agreed with regional sales leadership. Build and maintain a healthy partner pipeline, including defined coverage goals (e.g., pipeline coverage vs. target) and disciplined opportunity inspection to improve forecast accuracy. Establish partner business plans for priority partners (top tier) that include joint account plans, target account lists, demand generation plays, and mutually committed revenue and pipeline goals. Drive partner activation and productivity through enablement and incentives, measured through partner certification/enablement completion, registered opportunities, and win-rate improvement. Implement governance and performance management: monthly/quarterly business reviews (MBR/QBR), partner scorecards, and corrective action plans for underperforming partners. Ensure partner program compliance and commercial discipline, including deal registration, pricing/discount governance adherence, and accurate attribution of partner-sourced vs. influenced revenue. Provide weekly executive reporting on pipeline, forecast, partner performance, and key deal risks; escalate and remove blockers to protect quarter outcomes. Qualifications Extensive experience in partner, alliances, or channel leadership roles within enterprise technology environments Proven track record of building and scaling high-performing partner ecosystems and driving indirect revenue growth Strong understanding of ANZ market dynamics, including enterprise and public sector landscapes Demonstrated ability to influence and engage senior stakeholders, both internally and externally Strong commercial acumen with experience managing targets, pipeline development, and partner performance Experience operating within global, matrixed organizations Excellent communication, negotiation, and leadership skills Degree in Business, Technology, or related field preferred About us We’re a global team of innovators. Together, we harness engineering excellence and passion for insight to co-create meaningful solutions to complex challenges. We turn organizations into data-driven leaders that can a make positive impact on their industries and society. If you believe that innovation can inspire the future, this is the place to fulfil your purpose and achieve your potential. Fostering innovation through diverse perspectives Hitachi is a global company operating across a wide range of industries and regions. One of the things that sets Hitachi apart is the diversity of our business and people, which drives our innovation and growth. We are committed to building an inclusive culture based on mutual respect and merit-based systems. We believe that when people feel valued, heard, and safe to express themselves, they do their best work. How we look after you We help take care of your today and tomorrow with industry-leading benefits, support, and services that look after your holistic health and wellbeing. We’re also champions of life balance and offer flexible arrangements that work for you (role and location dependent). We’re always looking for new ways of working that bring out our best, which leads to unexpected ideas. So here, you’ll experience a sense of belonging, and discover autonomy, freedom, and ownership as you work alongside talented people you enjoy sharing knowledge with. We’re proud to say we’re an equal opportunity employer and welcome all applicants for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran, age, disability status or any other protected characteristic. Should you need reasonable accommodations during the recruitment process, please let us know so that we can do our best to set you up for success. Additional Locations: Melbourne, Victoria, Australia