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Director of Business Development, NVMe Storage Node Software

Job Summary:

The storage software organization is a well-resourced and relatively new venture into the software business within the Toshiba’s SSD Business Unit. 

The Director of Storage Solutions Product Marketing will be responsible for the overall Product Management and Marketing of our new line of storage software products focused on delivering an NVMe over Fabric Storage Node Software (SNS) solution to the market.  This person will build and own the product launch process and product development priorities for a complex, partnership-driven new business, and will have ongoing responsibility for business operations and inbound marketing functions. In collaboration with other team members, this person will make important contributions to the strategic roadmap.

The Director, Storage Solutions Business Development will have primary responsibility for identifying and forming relationships with customers and ecosystem partners for our new line of storage software products focused on delivering an NVMe over Fabric Storage Node Software (SNS) solutions. This person will build and nurture relationships from initial contact through proof-of-concept to production deployment, and in collaboration with other team members will make important contributions to the strategic roadmap.

Responsibilities:

  • Identify & qualify potential early adopters within our target segments
  • Identify the thought-leaders and decision makers within their organizations, and create and nurture relationships with them.
  • Consummate proof-of-concept agreements managing all aspects of the relationship, and ensuring that we’re responsive to their needs.
  • Ensure that clear and actionable feedback about customer requirements gets to the right places within our organization, and that it’s reflected in our development ​

Requirements:

We’re open to consider any background that leads to the characteristics listed above. Below is one way you might have gotten there, but there could be others.

  •  Sales or Business Development: 10+ years in sales or business development, focused on hyperscale and/or large enterprise computing infrastructure.  You should have sealed relationships that were key to the success of your organization multiple times.
  • Autonomous – ability to run with direction, clarify when needed, develop complete work results with minimal executive involvement. Proactive and crisp with updates.
  • Patient and level-headed in multi-cultural environment, and able to reach across cultures, functional groups, and geographies to get things done.
  • Excellent communicator and listener – in customer and internal communications, both up and down the organization.

Characteristics We're Looking For:

  • Empathy, in a business context. You must have a sophisticated understanding of how people and their organizations interact, and be able to tell the difference between the priorities and needs of the person you’re talking to and the priorities and needs of his/her company.
  • Extroverted, a “networker” You should be energized by interactions with people in all contexts, and never tire of adding a new person to your web of connections.  A big “rolodex” of contacts in our target markets would be great, but the ability to build one is crucial.
  • Communications skills: Of course you speak, read, and write the Queen’s English with flair.  We also really value empathy; the knack for anticipating your listener’s point of view, and adjusting content and style accordingly. You should be comfortable and effective presenting to both business-oriented and technical listeners.
  • Curiosity. This isn’t primarily a technical role, but to be effective you’ll need a broad working knowledge of the big ideas in computer and storage architecture, sufficient to efficiently search for a fit between Toshiba technologies and customer needs. What you know on the first day is less important than that you can quickly build a conceptual framework and ask the questions you need to fill in the gaps. You’ll need to have or rapidly acquire an intuitive grasp of the big ideas in areas like:
    • Computer architecture.  (caching, bandwidth vs. latency, channels vs. networks)
    • Datacenter architecture.  (scale up vs. scale out, hyperconverged vs. disaggregated,)
    • Storage abstractions (file, object, block, …)
    • How cloud computing differs from classical enterprise, and why
  • Desirable, not absolutely required:
    • Working knowledge of SSD segments, applications, strengths & weaknesses.

Education:

  • A degree in computer engineering or a related field isn’t necessary but would be a plus. 

Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled

Req # 1633

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