Client Executive

hitachi; United States; On-site; USD 120,000 - 160,000; Full time

Job summary

Hitachi Vantara is seeking an Enterprise Account Manager to lead sales within the AMER enterprise accounts, focusing on data center and storage solutions. You will orchestrate responses with multiple teams, develop strategic plans, and manage relationships with senior IT leaders across enterprises in the Bay Area and beyond.

The role demands a proven track record in outside enterprise sales, a deep understanding of enterprise IT environments, and the ability to drive revenue growth through

Qualifications

• 6+ years of outside sales experience selling complex technology to enterprise customers
• Domain knowledge of large enterprise IT environments
• Proven track record of sourcing new leads and closing deals
• Experience with VARs and integrators
• Strong written, verbal and presentation skills

Responsibilities

• Develop account plans to maximize value and build client relationships
• Align with regional sales strategy and monitor progress toward goals
• Manage complex engagements, identify decision makers, build relationships
• Increase Hitachi Vantara's share of wallet in assigned Enterprise accounts
• Identify leads, develop opportunities from identification to close
• Coordinate with channel and specialist sales teams to create new sales opportunities

Skills

Enterprise sales

Education

BA/BS degree or equivalent

Tools

Salesforce

MS Office

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.

#LI-TO1

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 t