Client Executive Enterprise SLED

*Current residency in New York or New Jersey required, along with existing relationships at NY City and State agencies.

Meet our Team

Hitachi Vantara is powering the digital enterprise and helping enterprises win in this digital age by extracting business value from their data. Our customers are facing unprecedented challenges to develop new business models, enhance their customers’ experiences and dramatically improve operational efficiencies.  This role is a unique opportunity to lead significant change in a quickly evolving marketplace. Hitachi has a 100+ year heritage of innovating and shaping the course of technology markets. The sales function is the primary point of contact for our customers and will spearhead customer relationship management initiatives. The Enterprise Account Manager will be responsible for the orchestration of sales activities in an assigned number of existing Enterprise Accounts within our infrastructure and core line of business. The sales activities will be performed in collaboration with other specialist sales teams, technical resources, partners/GSI’s and with the allocation of resources from functional teams such as Delivery, Operations etc. 

We are seeking energetic and motivated NY State and Local sales professional with proven skills to join our Enterprise Client Executive team.  The ideal candidate will have a minimum of 5 years of experience with a proven track record driving success selling into NY City and State agencies.

What you will be doing

• Develop account plans to maximize the value of the accounts and to build and nurture client relationships.
• Ensure alignment to overall regional sales strategy with the ability to monitor, measure and communicate progress against stated goals.
• Manage complex sales engagements, identifying key decision makers and build effective relationships. 
• Work to increase Hitachi Vantara’s share of wallet in the assigned Enterprise accounts
• Identify leads, develop and track opportunities from identification to the close.
• Identify up-selling and cross-selling opportunities within the account and develop account plans.
• Undertake effective pipeline creation, management and forecasting for the assigned accounts, and own updates on progress to leadership
• Ensure a consistent One Hitachi approach for the customer by regular account team communication and alignment to one account plan 
• Utilize business needs identification and Solution Selling
• Understand business priorities and the reliance on technology to achieve desired results
• Understand the client strategy, political/competitive landscape and budget priorities
• Use solutions selling to identify opportunities that add value to our customers by helping them save money, make money or manage risk.
• Reference sell based on library of business outcomes
• Carry out account research with a focus to farm the install base as well as analyse accounts to find key decision makers and influencers for our solution portfolio
• Drive new revenues through incremental sales & net new customers
• Maintain and expand prospect database within assigned accounts
• Partner with the channel and specialist sales teams to create new sales opportunities 

What you bring to the team

• Sales expertise in Flash/Hybrid Storage, Cloud Storage, IT Ops Management, Object Storage, Content Intelligence, and Services. 
• A minimum of 5 years of outside sales experiences specializing in complex technology sales to enterprise customers
• A proven track record of sourcing new leads and leveraging social networking to gain access to decision-makers/influencers necessary to close business.  
• Domain knowledge of large enterprise IT environments is critical.  
• Relationship and sell with experiences with top VARs and Integrators.
• Must demonstrate a consistent track record of achieving annual quota targets while providing specific details on key customer wins.
• Excellent time/organizational management, deal management and problem solving skills. 
• Knows how to conduct customer research and develop meaningful account plans. 
• Effective written, phone and presentation skills.  
• Possesses a competitive attitude, strong work ethic and thrives in a fast pace, high growth and matrixed organizational environment. 
• Has a desire to learn and an aptitude for acquiring new skills and product knowledge.  
• Must be a proficient user of SalesForce and other MS Office tools.  
• Having a BA/BS degree or equivalent is desirable.

As required by the equal pay and transparency acts, the expected compensation for this position is: $140K-$150K base, $280K-$300K OTE.  The expected pay is determined based on a variety of factors including, but not limited to, depth of experience in the practice area. Employees are eligible to participate in Hitachi Vantara’s sales target incentive and are subject to the program’s conditions and restrictions.

#LI - TO1

Championing diversity, equity, and inclusion   

Diversity, equity, and inclusion (DEI) are integral to our culture and identity. Diverse thinking, a commitment to allyship, and a culture of empowerment help us achieve powerful results. We want you to be you, with all the ideas, lived experience, and fresh perspective that brings. We support your uniqueness and encourage people from all backgrounds to apply and realize their full potential as part of our team.   

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.