Client Executive

Hitachi Vantara Corporation; Santa Clara (CA); On-site; USD 140,000 - 190,000; Full time

Job summary

Hitachi Vantara Corporation in Santa Clara is seeking an Enterprise Account Manager to lead complex data center solutions sales to enterprise customers. You will develop account plans, drive multi-staged engagements, and collaborate with channel and specialist teams to expand revenue within assigned accounts.

Current residency in the Bay Area is required. A proven track record of sourcing new leads, engaging decision-makers, and meeting annual quotas in storage and IT infrastructure is essential

Qualifications

• Outside sales experience in complex technology sales to enterprise customers.
• Proven ability to source new leads and engage decision-makers.
• Domain knowledge of large enterprise IT environments is critical.
• Experience working with VARs and Integrators to close deals.

Responsibilities

• Develop account plans to maximize value and build client relationships.
• Align with regional sales strategy and monitor progress to goals.
• Manage complex sales engagements and identify key decision makers.
• Increase share of wallet within assigned Enterprise accounts.
• Identify opportunities and track from identification to close.
• Coordinate with channel and specialist sales teams to create new opportunities.

Skills

Flash/Hybrid Storage

Cloud Storage

IT Ops Management

Object Storage

Content Intelligence

Services

Education

BA/BS degree or equivalent

Tools

SalesForce

MS Office

Job description

Job Description:

Function

AMER Sales

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

*Current residency in the Bay Area required and experience selling complex data center soutions to enterprise companies

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.

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 analyze 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 6 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.

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.