Commercial Territory Account Manager - Spark
Location: New Zealand
Function:
HV APAC Sales
Requisition ID:
1030974
We’re Hitachi Vantara, the data foundation trusted by the world’s innovators. Our resilient, high-performance data infrastructure means that customers – from banks to theme parks – can focus on achieving the incredible with data.
If you’ve seen the Las Vegas Sphere, you’ve seen just one example of how we empower businesses to automate, optimize, innovate – and wow their customers. Right now, we’re laying the foundation for our next wave of growth. We’re looking for people who love being part of a diverse, global team – and who get excited about making a real-world impact with data.
The role involves selling outcome driven Hitachi Vantara powered Spark cloud to customers. This is achieved by building strong relationships within Spark’s leadership, sales and technical teams and customer’s key stakeholders to understand their business drivers and sell Hitachi Vantara powered Spark Cloud solutions. This Commercial Account Manager (CAM) must understand Hitachi Vantara's and Spark’s portfolio of products, services and solutions to uniquely solve a customer’s needs and become a long-term trusted solutions partner by either engaging directly with them or leveraging indirect sales engagement via a set of sales representatives of Spark. The CAM must identify opportunities for incremental lines of Hitachi Vantara powered Spark cloud service business by introducing additional Hitachi Vantara solutions and services to Spark. The CAM must have 7+ years’ experience in a Technical Sales role focused in developing and selling Cloud and aaS technical solutions in the New Zealand market.
We are seeking an experienced, high-energy professional with a proven track record of over-achieving quota, driving revenue, closing as a services or cloud services deals, and creating a significant pipeline of business within a short period of time. This is achieved by managing existing accounts/clients by up-sell & cross-sell , developing & acquiring new customers and at the same time functioning as the Virtual Sales Manager in his/her sales territory beyond the existing accounts, to Sales teams within Spark s by driving a broader set of customer engagements. This person must have a proven capability to bridge business and technical requirement to develop technical solution that solve business challenge in a cloud environment.
Responsibilities
1. Accountable to execute as a service or cloud services sales strategies/activities including developing new opportunities and managing the entire sales cycle till opportunity closure in mid to large sized accounts with Spark sales teams in the New Zealand market.
2. Understand customer business needs and develop and sell Hitachi Vantara powered Spark cloud services through strong account management activities in Focus accounts & via Inside Sales & Partner Sales teams within the territory in collaboration with technical presales, professional service and support resources.
3. Coordinate with Field Marketing to develop and execute regional events to generate demand, new leads, deal qualification and selling Hitachi Vantara powered Spark cloud services to new customers in partnership with Spark.
4. Weekly sales forecast & cadence.
5. Develop & execute territory sales plan, focus account plans and opportunity close plans
6. Build and strengthen the business relationship with current accounts and new customers.
7. Responsible for achieving sales goals for assigned Commercial Territory.
8. Owns the relationship with key stakeholders and decision makers in Focus Accounts in New Zealand & is responsible for understanding customer’s key stakeholders and decision makers. Works collaboratively with Hitachi Vantara's sales support teams (presales, professional services and technical experts) to develop & execute account strategies to increase share of wallet in focus accounts by cross-sell & up-sell while working with Inside Sales, Partner Sales to drive sales in territory accounts.
9. Develop & execute sales strategy for the territory to meet and exceed sales quota, this includes:
• With the Partner Account Manager, this CAM is responsible for developing and executing the Spark Account plan with the focus on increasing Hitachi Vantara powered Spark cloud adoption and introducing additional lines of Hitachi Vantara powered Spark cloud to the market. This person will own the relationship between Hitachi Vantara and Spark and will work closely with Spark account teams to jointly sell Hitachi Vantara powered Spark cloud in the New Zealand market
• CAM owns Focus Accounts/Customers for deeper high touch engagement by understanding the customer’s key business drivers, current micro and macro-economic trends, industry trends and strategy. Understanding how the customer competes in their marketplace and industry. Provides unique and sophisticated perspectives for the customers for trusted relationships. Identifies new perspectives and ideas on how Hitachi Vantara and Spark can help a customer maintain or grow their business or competitive advantage. Creates customer insights that Hitachi Vantara's capabilities and solutions can provide to customers. Here, key relationships and engagement with customers are owned by the CAM, while he/she can leverage Spark relationships to develop his/her own engagement. He/she provides a moderately high touch customer engagement in the focus accounts.
• Develop and maintain appropriate relationships within Spark using an elevated level of relationship management skills that will clearly establish the strategic IT and other needs of the customer and how they can be satisfied by the Hitachi Vantara powered Spark cloud services.
10. Maintains the relationship through the entire selling and delivery cycle to ensure that all objectives are met, manages a positive customer experience and develops future opportunities within these customers.
11. Balancing between short term and long-term growth for all opportunities to achieve and exceed targets and expand Hitachi Vantara powered Spark cloud market share. Proactively identifies and pursues new accounts and/or new opportunities within existing accounts to drive Hitachi Vantara's business growth.
12. Creates strong internal and external partner and alliance relationships to be recognized as a leading partner in the New Zealand market. Remains current with Hitachi Vantara's product, service and solution portfolio by attending internal trainings, seminars, websites to effectively provide the entire solution.
13. Keeps current with competitive advantage and industry trends to effectively support customers’ requirements.
14. Accurately and regularly forecasts sales pipeline for effective support of the business strategy. Ensures that any gaps between current position and goal are proactively and regularly assessed and strategies and tactics are developed to address gaps.
15. Regularly updates and maintains all account information and activity in CRM tool. Ensures all territory, account and opportunity plans and strategies are documented and up to date in the relevant account planning tool.
16. Supports the broader Hitachi team where required, including providing relevant information for customer success stories and supporting channel and marketing initiatives and events as required.
17. Act as the subject matter expert for Hitachi Vantara powered Spark cloud, externally for customer, within Spark and internally with the core sales team and delivery team.
18. Maintain and increase utilization of Hitachi Vantara solutions and services to support and expand Spark cloud services
Performance Measures
• Achieves sales quota and profitability targets, by selling Hitachi Vantara products, solutions and services to support Hitachi Vantara powered Spark cloud
• Forecast accuracy, predictability and linearity
• Achieves strategic customer objectives defined by Hitachi Vantara's management.
• Completes required and assigned training and development objectives within the assigned time frames.
Profile
• B Tech or Business Management or similar degree qualification preferred.
• Minimum 8 to 12 years of strategic as a services sales or cloud services sales experience in an IT company selling Data Life Cycle Management Solutions that involves IT Infrastructure, Storage & Software/Services solutions to the customer’s data centre in complex business environments.
• Proven track record in achieving annual quotas exceeding US$3M.
• Assertive self-starter with the ability to manage work in a dynamic and competitive environment to drive demand for Hitachi Vantara powered Spark cloud services.
• Has strong technical and business acumen to understand the customer’s business objectives and sell to a broad set of customer stakeholders.
• Demonstrated experience in providing valuable perspective or insights to customers by staying relevant and current with micro and macro-economic and industry trends.
• Experience selling as a service or cloud services through or with partners and alliances to win in the marketplace.
• Strong executive presence including strong relationship building and interpersonal communications.
• Demonstrates strong decision-making skills to coordinate activities with partnerships and networks for successful sales.
• Demonstrated influencing and negotiation skills in complex and multi-level sales environment.
• Demonstrated ability to positively collaborate and engage with a broader team to achieve successful results.
• A strong and confident communicator and presenter, comfortable operating and presenting at all levels within the customer including senior management or CXO level.
• Experience to work and coordinate with a virtual team of experts on products, services, solutions and management to build account strategies and plans.
• Operates with the highest integrity and effectively role models and upholds our Company Values, the Hitachi Spirit.
Competencies
• Must be able to function independently with minimal supervision and with strong collaboration skills to initiate, navigate and close complex as a service or cloud services solutions sales
• Proven ability to translate customer business and operational requirements to as a service or cloud solutions
• Effective communication and presentation skills
• Strong time management and negotiations skills, being always tactful and diplomatic
• Effective (new) relationship building skills (proven ability to build relationships at executive level)
• Strong collaboration, leadership and sales skills
• Always ‘hungry’ for knowledge, knowing all about your business, Partners, solutions and services
• Ability to translate technology into operational and business impact
• Ability to influence
• We are an equal opportunity employer. All applicants will be considered for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
Great careers start with innovation and here at Hitachi Vantara, our promise is to deliver insights that power smarter businesses and inspire social innovation solutions for a healthier, safer future. The key to our innovation is our people -- our culture values respect, diversity, and collaboration. Join our Hitachi family and together, let us lead the way to extraordinary!
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.
