Enterprise Account Manager Public - new business development
Location: Germany
Function:
HV EMEA Sales
Requisition ID:
1031155
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 team
We represent Hitachi Vantara to enterprise clients across the public industry, 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, which is the 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 articulate our value proposition passionately.
The role
We are looking for a Enterprise Account Manager responsible for orchestrating sales activities for an assigned number of new public enterprise customers.
The sales activities will be performed in collaboration with other specialist sales teams, technical resources, partners/GSI and with the allocation of resources from functional teams such as Delivery, Operations, etc.
The successful candidate will:
Develop account plans to maximise the accounts' value and build and nurture client relationships.
Will ensure alignment with Global and Regional strategy and have the ability to monitor, measure and communicate progress against stated goals
Ensure alignment with the overall regional sales strategy, with the ability to monitor, measure, and communicate progress against stated goals.
Manage complex sales engagements, Frame Contracts, identify critical decision-makers and build effective customer and partner relationships. Search, develop and manage relations and frame contracts in public areas.
Work to increase Hitachi Vantara’s share of wallet in the assigned Enterprise public accounts.
Responsibilities
Ensure a consistent Hitachi approach for the customer through 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.
Drive new revenues through incremental sales & net new customers.
Partner with the channel and specialist sales teams to create new sales opportunities
Understand the client strategy, political/ competitive landscape, and budget priorities to build an engagement and strategy plan that maximises Hitachi’s opportunity for success.
Collaborate with an internal team capable of building a compelling business case.
Manage opportunity development by mapping our technology to our customer's business challenges and leading the sales of specific products or solutions.
Accurately develop and manage sales pipeline and forecast to meet sales targets and report on sales progress in SFDC with the right metrics.
Perform loss analysis on lost opportunities with rectification plans where necessary
What you’ll bring
- 10+ years of work experience in a direct sales function with progressive responsibility in business development, strategic partnerships, alliances or solution sales in the public area
- Demonstrable performance track record within Sales with solid closing skills in tactical and strategic opportunities
- Experience selling Data Management / Cloud / Software Solutions and our Ever Flex as a Service Finance Model to Acquisition and existing Public Enterprise customers
- Bachelor’s or master’s degree in education, Business or Technical
- Sell independently and as part of a more significant customer account team
- Able to create new opportunities leveraging solution selling methodology
- Experience in applying solution-selling methodologies to maximise revenue growth
- Superior presentation/communication skills – fluent in German & English:
- Maintains good rapport and demonstrates leadership and teamwork in cross-functional teams
- Ability to work seamlessly in a direct and virtual matrixed managed environment
- Solutions-focused: curious, positive, collaborative, issues into possibilities
- The ability to travel across Germany is required
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.
