Services Sales Principal

Hitachi Automotive Systems Americas, Inc.; Canberra; On-site; AUD 140,000 - 210,000; Full time

Job summary

Hitachi Vantara in Canberra is seeking a Services Sales Principal to lead complex IT services sales, combining HV solutions to deliver customer value and revenue.

This role targets accounts, drives proactive sales initiatives, and collaborates with sales and delivery teams to win, deliver, and expand managed and professional services.

You will engage CIOs and senior stakeholders, build compelling proposals, and orchestrate internal resources to close deals.

Qualifications

• Experience selling complex IT services and managed services.
• Proven ability to build and manage a sales pipeline with regional accounts.
• Strong negotiation and presentational skills at C-suite level.

Responsibilities

• Identify and close sales opportunities and negotiate commercial terms.
• Build a pipeline of sales opportunities to deliver bookings and revenue.
• Capture, understand, and translate customer issues into HV vision and solution.
• Identify HV capability gaps delivering transformational services while engaging with partners to complete a solution.
• Author and produce competitive sales tools in the form of presentations, proposals briefs, white papers, etc.
• Act as the subject matter expert for HV services, both externally and internally with the core sales team and delivery team.
• Forecast and maintain sales pipeline leveraging internal sales systems as the opportunity owner and ensuring communication on pipeline status to line management.
• Leverage existing relationships with CIO, CXO, BU heads within a targeted set of regions / accounts to develop deep and trusted relationships.
• Build focused account plans that ensure new business development while maintaining account growth.
• Collaborate with other HV companies and develop joint solutions and competitive account positioning, client messaging, and sales plays that effectively promote the advantages of One-Hitachi.
• Orchestrate HV internal resources and core sales team to drive sales cycles.

Skills

Communication skills

Senior stakeholder influence

Financial acumen & P&L

Experience in direct IT services sales

Infrastructure deployment experience

Job description

Function Services Our Company

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.

Job description

Role Summary The Services Sales Principal (SSP) is a sales and services professional that drives service-led complex IT solutions (Managed Services and Professional Services for IT infrastructure) with our customers. The role is a direct sales role responsible for generating opportunities and collaborating with the rest of the sales teams to lead, win, and deliver value added customer outcomes combining Hitachi Vantara (HV) solutions and offerings. The SSP role is responsible for targeting accounts and developing proactive sales initiatives, as well as regional sales campaigns, that align the services and technology components that are required to achieve the client’s objectives. SSPs are the central point of contact for our clients and sales teams for any complex service sales.

Key Responsibilities

• Identify and close sales opportunities and negotiate commercial terms and conditions.
• Build a pipeline of sales opportunities to deliver ongoing bookings and revenue.
• Capture, understand, and analyze specific customer business issues and demands and translate them into a HV vision and solution.
• Identify HV capability gaps delivering transformational services while engaging with partners to complete a solution.
• Author and producer of competitive sales tools in the form of presentations, proposals briefs, white papers, etc.
• Act as the subject matter expert for HV services, both externally and internally with the core sales team and delivery team.
• Forecast and maintain sales pipeline leveraging internal sales systems as the opportunity owner and ensuring communication on pipeline status to line management.
• Leverage existing relationships with CIO, CXO, BU heads within a targeted set of regions / accounts to develop deep and trusted relationships.
• Build focused account plans that ensure new business development while maintaining account growth.
• Collaborate with other HV companies and develop joint solutions and competitive account positioning, client messaging, and sales plays that effectively promote the advantages of One-Hitachi.
• Orchestrate HV internal resources and core sales team to drive sales cycles.

Skills and Qualifications

• Excellent interpersonal, verbal, and written communication skills.
• Ability to influence, negotiate, and present at senior stakeholder levels.
• Financial and business acumen, including experience with P&L management and cost modelling.
• Experience working with infrastructure platforms and deployment models in a direct sales role.
• Commitment to continuous professional development and staying abreast of industry trends.

About us

We’re a global team of innovators. Together, we harness engineering excellence and passion for insight to co-create meaningful solutions to complex challenges. We turn organizations into data-driven leaders that can a make positive impact on their industries and society. If you believe that innovation can inspire the future, this is the place to fulfil your purpose and achieve your potential.

Fostering innovation through diverse perspectives

Hitachi is a global company operating across a wide range of industries and regions. One of the things that sets Hitachi apart is the diversity of our business and people, which drives our innovation and growth. We are committed to building an inclusive culture based on mutual respect and merit-based systems. We believe that when people feel valued, heard, and safe to express themselves, they do their best work.

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.

Hitachi brings together the world’s greatest minds to help breathe life into new possibilities – and drive innovation for a better future. That’s why we look for individuals who share our pioneering spirit, have imaginative ideas and are fearless when it comes to tackling the world’s biggest challenges. Our people love technology – and they love making a difference. They have a passion for finding new solutions and working with brilliant colleagues. Every day they dedicate themselves to a huge range of exciting projects, contributing to the Hitachi vision around the globe. From engineering new sustainability solutions that conserve water and energy to creating the infrastructure for the smart cities of tomorrow, there’s no challenge too great for our pioneers. And there’s no shortage of opportunities for you to make a difference. Come and experience the dynamic, collaborative and creative environments where your ideas are welcome and new discoveries are waiting. To help you grow to your full potential, we strive to support our employees in their career aspirations and promote the freedom to explore new horizons.

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