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Job opening - VP, Channel

VP, Channel

Job ID:


Position summary:

This full-time, Calgary-based position is to manage relationships with all Hitachi ID Systems business partners, with responsibility for a business development team based primarily in our Montreal office.

As a member of the global Hitachi family, you will receive competitive pay and excellent benefits.


  • Hitachi ID Systems has a large, global network of partners, including:
    • Global IT services firms such as HP, CSC, Atos more.
    • Regional integrators that maintain strong technical skills and close relationships with enterprises.
    • Technology firms such as Intel/McAfee, RSA and ServiceNow.
  • This position is to support and expand existing relationships and launch new ones with Hitachi ID Systems channel partners such as the above.
  • The successful candidate will lead a channel team working out of both our Calgary and Montreal offices.
  • Responsibilities include process development, ongoing contact with partners and mentorship to the channel team.
  • This is a results driven position. Success will be measured in terms of lead generation, sales pipeline and closed revenue.
  • Hitachi ID Systems sells complex, strategic solutions to enterprise customers. Consequently, close collaboration with a team of direct sales account managers is required, to support all deals -- even those that flow through partners.


A successful candidate must have:

  • At least 8 years of experience managing a channel program at a small to medium enterprise software company. Candidates must be familiar with the relevant global IT services companies and must have worked with integrators.
  • A bachelor's degree from an accredited university, preferably in a related discipline (sales, marketing, etc.)
  • Excellent written and verbal communication skills.
  • Strong organizational and time management skills.
  • A passion for mentorship, to develop the skills of an entire team.
  • Willingness to spend a lot of time on the phone, recruiting new and sustaining existing relationships with partners.
  • Willingness to spend up to 25\% of the time traveling, to visit with partners and to attend partner events.
  • Familiarity with enterprise IT infrastructure: networks, directories, applications, web services, on-premise and cloud systems, etc.
  • Familiarity with IT organizations -- infrastructure, operations, user support, NOC, SOC, etc.
  • Be able to quickly learn to use and present advanced software:
    • Become very familiar with customer pain points and Hitachi ID Systems solutions, to enable clear and at times technical discussions about how the two are linked.
    • Learn to use proprietary Hitachi ID Systems tools for incident management, slide preparation, CRM, RFx responses and more -- needed to interact with Hitachi ID Systems business processes.
  • A track record of generating and growing enterprise software channel revenue.


  • Competitive pay.
  • Extensive medical, dental and vision care plan paid by the employer.
  • RRSP plan with matching employer contributions.
  • Initially 3 weeks of paid annual vacation (4 weeks at 5 years, 5 weeks at 10, 6 weeks at 15).
  • Great work environment - informal, social committee, centrally located offices.
  • Challenging work with many learning opportunities.
  • Opportunities for career development.

Hitachi ID Systems is an equal opportunity employer.


Calgary, Canada

To apply:

Send a resume by e-mail to Be sure to include both "Job ID 999-81" and "VP - Channel" in the subject line. For technical positions, the resume must be either ASCII text or in PDF format. For other positions, MS-Word is also acceptable.

Qualified applicants will be contacted within two weeks for a preliminary telephone interview.

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