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Director of Storage Solutions Business Development

Company Overview

Creating technology that is intelligent -- that takes thought, vision and forward thinking -- that is what Toshiba is about. We work closely with our customers to create electronic components and storage products that are designed to excite the marketplace and deliver on our shared vision of success. We have spent decades developing strong relationships and applying our resources to your challenges. Toshiba is committed to work with you every step of the way in developing your product from design to delivery to ensure your success.

Job Summary

The storage software organization is a well-resourced internal “startup” within TAEC.  Our business plans aren’t public yet.

The Director, Storage Solutions Business Development will have primary responsibility for identifying and forming relationships with customers and ecosystem partners for Toshiba’s new line of storage software products. 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 and Duties

 

  • Identify & qualify potential early adopters within our target segments – customers whose technical requirements fit of course, but also those with a willingness to help us turn promising but immature technology into a great product.
  • Identify the thought-leaders and decision makers within their organizations, and create and nurture relationships with them.
  • Consummate proof-of-concept agreements with “teaching customers”.  Play the leading role in managing all aspects of the relationship, 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 roadmap. Serve as the primary customer proxy in an agile, continuous development prioritization framework.
  • Identify and create mutually beneficial relationships with others in the emerging ecosystem. Prioritize those that can actually make a difference, and manage the relationships with an emphasis on finding high-leverage ways to help each other succeed.

 

Qualifications and Skills

 

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. 

 

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.

 

OTHER PERSONAL CHARACTERISTICS:

  • 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.
  • Self-aware – capable of giving thoughtful feedback and open to receiving it.  Eager to improve.
  • High “leg drive” – have the enthusiasm, energy, and stamina needed to make relationships happen.

 

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