وصف الوظيفة
Role Overview
Commercial Sales Account Manager – New Business at Hitachi Vantara, EMEA region. This is a new business acquisition role focused on establishing relationships with strategic accounts and closing new logos.
Company Overview
Hitachi Vantara is the data foundation trusted by the world's innovators. The company delivers resilient, high-performance data infrastructure that enables customers across industries—from banks to theme parks—to automate, optimize, innovate, and achieve business outcomes with data. Hitachi is a global team of innovators committed to building an inclusive culture based on mutual respect and merit-based systems.
Role Purpose
Establish strong relationships with strategic accounts and lead the development and sale of Hitachi's Digital Infrastructure portfolio and related solutions to win new business. Qualify and prioritize prospects, develop detailed account plans, engage channel and technology partners, and lead virtual teams to deliver profitable business outcomes.
Key Responsibilities
Business Development & Account Management
- Establish strong relationships and trust with a small number of strategic accounts.
- Qualify and prioritize key prospects from an initial set of 10+ accounts.
- Develop and maintain detailed account plans incorporating deep understanding of the business, organizational structure, and operating model of 3–5 focus accounts.
- Work consistently to identify, develop, and close opportunities with prospect customers.
- Lead with business outcomes rather than product features.
Solutions Delivery
- Articulate Hitachi's industry-leading Digital Infrastructure portfolio and related solutions, which include Object Storage, Converged, Hyper Converged, Hybrid Cloud, and IaaS.
- Lead a virtual account team, including Sales Specialists, Technical Sales Consultants, and functional management, to develop and sell the optimum Hitachi business and technical solutions.
Partnerships & Channels
- Identify and engage with channel partners, technology partners, and systems integrators relevant to prospect accounts to drive activity leading to incremental opportunity.
Qualifications & Experience
- Strong expertise and background in infrastructure sales.
- Deep understanding of key challenges, trends, and technology initiatives within the international enterprise client base.
- Track record of meeting and exceeding sales targets throughout your sales career.
- Demonstrated ability to work with a new business focus and consistently identify, develop, and close opportunities with prospect customers, leveraging virtual teams.
- Specific examples to illustrate where and how you have driven new business acquisition and supported customers to realize required business outcomes.
Skills & Competencies
- Persistent focus on supporting customers to realize required business outcomes.
- Strong bias towards the Challenger persona as defined by CEB within the Challenger Sales Methodology.
- Ability to lead virtual teams across multiple functions.
- Deep understanding of enterprise customer business models and organizational structures.
Additional Information
- Industry-leading benefits, support, and services that support holistic health and wellbeing.
- Flexible working arrangements (role and location dependent).
- Hitachi is an equal opportunity employer and welcomes all applicants without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran status, age, disability status, or any other protected characteristic.
- Reasonable accommodations available during the recruitment process upon request.