We represent Hitachi Vantara to enterprise clients across industries, establishing business relationships to understand customer challenges so that we can deliver profitable business for Hitachi products, services and solutions. We collaborate as a team and cross-functionally to ensure the success of our customers; success that is celebrated and shared. Our solutions bring value to every line of business and we need people like you to build those deep relationships and to passionately articulate our value proposition.
We are currently looking for an Enterprise Account Manager who will be responsible for the orchestration of sales activities in an assigned number of Public Enterprise Accounts within our Core and Emerging line of business to penetrate new prospects or to grow the footprint in existing accounts. 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.
The successful candidate will:
- Develop account plans to maximize the value of the accounts and to build and nurture client relationships.
- Will ensure alignment to Global and Regional strategy and have the ability to monitor, measure and communicate progress against stated goals
- 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
- Will identify leads, develop and track opportunities from identification to the close. Will 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 Hitachi approach for the customer by regular account team communication and alignment to one account plan
- Understand business priorities and the reliance on technology to achieve desired results
- Understand the client strategy, political/competitive landscape and budget priorities
- Carry out account research with a focus to open acquisition accounts 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
- Understand the client strategy, political/ competitive landscape and budget priorities to be able to build an engagement and strategy plan which maximizes Hitachi opportunity for success.
- Collaborate with internal team capable of building compelling business case.
- Manage opportunity development by mapping our technology to our customers business challenges and lead the sales of specific products or solutions
- Accurately develop and manage sales pipeline and forecast in order to meet sales targets as well as report on sales progress in SFDC with the right metrics
- Perform loss analysis on lost opportunities with rectification plans where necessary
- 10+ years of work experience in a direct sales function with progressive responsibility in business development, strategic partnerships, alliances or solution sales
- Demonstrable performance track record within Sales with strong closing skills both tactical and strategic opportunities
- Experience selling Data Management / Cloud / Software Solutions to Acquisition Enterprise customers
- Bachelor or Master degree education, Business or Technical
- Sell independently and as part of a larger customer account team
- Able to create new opportunities leveraging solution selling methodology
- Ability to reference sell based on library of business outcome focused references
- Experience in applying solution-selling methodologies to maximize revenue growth.
- Market insight and understand the unique needs of our customers business to map solutions to their challenges
- Superior presentation/communication skills – fluent in German & English: purposeful structure, crisp content, actionable delivery both in one to one situations and presenting to larger audience
- Maintains good rapport and demonstrates leadership and teamwork in cross-functional teams
- Ability to work seamlessly in a direct and virtual matrixed managed environment
- Revenue driven and sales process competent
- Customer focused and savvy business hunter mentality
- Excellent communication, interpersonal, presentation, and demonstrated analytical skills
- Solutions-focused: curious, positive, collaborative, issues into possibilities
- Ability to travel across Germany is required
#LI-DB1
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.
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.
What We Do
Hitachi Vantara, a wholly-owned subsidiary of Hitachi, Ltd., guides our customers from what’s now to what’s next by solving their digital challenges. Working alongside each customer, we apply our unmatched industrial and digital capabilities to their data and applications to benefit both business and society. More than 80% of the Fortune 100 trust Hitachi Vantara to help them develop new revenue streams, unlock competitive advantages, lower costs, enhance customer experiences, and deliver social and environmental value. Visit us at hitachivantara.com.
