Job ID: R0015385
Date Posted: Jan 23, 2023
Segment: Others (Including Headquarters and R&D )
Business Unit: Hitachi Regional Headquarters
Company Name: Hitachi America, Ltd.
Profession (Job Category): Sales, Marketing & Product Management
Job Type (Experience Level): Experienced
Job Schedule: Full time
Renewable Energy and BESS Subject Matter Expert
Company: Hitachi America, Ltd.
Division: Global Environment Business Division, North America (GEBD-NA)
Location: Remote work with up to 25% travel
Status: Regular, Full-Time
The Environmental Business Division, North America, is focused on utilizing innovation to improve the world and the lives of its citizens. We bring together assets and innovations to develop end-to-end digital transformation solutions for our customers. The Global Environment Business Division provides sophisticated solutions primarily focused on IoT, Decarbonization, and Green Business Solutions.
This Renewable Energy Industry Subject Matter Expert (SME) role will be a market-facing role focused on driving large deals and pursuits alongside the business development managers and solution architects. Specifically, this role will focus on understanding the marketplace, our 'customer's business challenges, and how 'Hitachi's solutions, incubation, and co-creation can address those needs. The Industry SME acts as an enabling function to help the sales organization execute our strategies and meet our targets while guiding the technical development of solutions. The Industry SME delivers this result by providing a deep understanding of the business challenges and trends within their industry and by providing the creative and innovative application of a broad set of business and technology skills to solve customer challenges.
The Renewable Energy SME will be responsible for customer segmentation and targeting within industries, competitive differentiation, leading critical aspects of the sales cycle, a helping to improve overall win rates for our solutions pursuits. The Renewable Energy Industry SME'SME's may also provide and participate in conferences, shows, and exhibitions to continue to develop business contacts and build brand equity for Hitachi and the EBD group.
Demonstrate extensive knowledge of and/or proven knowledge of industry operations, business management, and industry vision:
Coordinate, execute, and assist sales pursuits in conjunction with other Hitachi organizations. Identify future deals while giving input into prioritization and strategy of pursuits, manage the sales cycles and answer the tough client questions
Deep subject matter expertness in renewable energy infrastructure, grid/micro-grid, battery energy storage systems (BESS), sustainability reportingDeep subject matter expertise in renewable energy infrastructure, grid/micro-grid, battery energy storage systems (BESS), sustainability reporting
Ability to map Hitachi solutions to business problems through perfect delivery of solution message and value proposition, including economic, operations, and sustainability impacts
Understand and articulate business pain points and objectives at an executive-level
Applying subject expertise in evaluating business operations, co-creation opportunities in commercial & industrial (C&I) and other verticals
Work with Hitachi Group companies and ecosystem partners
Work with tendering teams supporting practical estimates of scope, resources, equipment, timelines, costs, delivery risk, and projected margin
Act as a multi-threaded thought leadership thinker with an ability to solve multiple business problems or offer multi-pronged solutions to a problem. Working with global teams to develop and deliver common, cost-efficient minimal viable solutions
Development of custom proposals for solutions. Including assessments, pilots, portfolio scale-out, and ongoing managed services.
Analyze won/lost pursuits in detail to provide the information for the Solutions Enablement team to evolve marketing positioning and messaging.
Ability to build vision, defines requirements, design practical solutions, develop supporting business cases and implement solutions for clients.
Identify, develop, and incorporate advanced renewable energy technologies. Validate requirements. Define interactions between energy, operational, and reporting systems.
Elicit requirements from customers, sales teams, government regulations, and industry standards to capture customer and business needs.
Create work plans for upcoming programs by establishing scope, identifying deliverables, and estimating resources.
Bachelor's degree in Engineering or related Electrical Engineering degrees, Master's Degree in Engineering or an MBA preferred. An equivalent combination of knowledge and specialized experience may be acceptable in lieu of a degree.
Minimum Year(s) of Experience: 10-15 years in the utilitiesgrid / energy / renewable energy industry as well as experience with business development.
Experience with energy management systems and associated communication networks. Understands design, development, and validation of renewable energy technologies.
Experience with technical bid development, including request for proposal (RFP) and unsolicited bids.
Keen appreciation for challenges of shared risk, margin stacking, and legal contracts
Experience with revenue recognition for performance-based contracts and as-a-Service business models
Analysis of trends and technical factors related to alternate fuels, battery chemistries
Development of studies, reports, and summaries related to electrification, BESS, renewables, and grid technology trends
Solar photovoltaic (PV) ground mount and rooftop
Battery energy storage systems (BESS)
Microgrid balance of plant, including enclosures, cooling, cabling, inverters
Microgrid, BESS, and electrical grid analytics
C&I site energy use
Scope 1, 2, and 3 greenhouse gas emissions reporting
Energy trading markets
Demonstrable credentials in Electrical Vehicle Engineering and/or fleet operations
Demonstrates extensive abilities and/or a proven record of success in the following areas:
Proven track record in achieving annual goals and working in a matrixed team environment.
Knowledgeable about Digital and IoT and technology terminology, techniques, and methodologies.
Excellent business development skills in business-to-business solutions technology sales with the ability to effectively perform and direct business development tasks to maximize revenues and profits. In-depth knowledge of sales principles and practices.
Demonstrated ability to collaborate effectively across a diverse organization with other industry and solution Directors/VPs, as well as the Service Delivery personnel.
Proven track record of multitasking incubation, multiple customer engagements, business development, client-side delivery, and people management skills.
Impeccable organization, account planning, and time management skills. Strong analytical, problem-solving, and decision-making capabilities
Ability to think strategically and identify opportunities.
Ability to identify key points of differentiation between competitive solutions
Excellent interpersonal skills; working with customers and coworkers in a team setting
Advanced ability to recommend and implement technical solutions for cross-functional projects.
Ability to adapt to rapidly changing situations and work environments
Exceptional leadership and mentorship abilities to introduce and implement technical solutions.
Excellent written and verbal communication skills.
Comfortable in multitasking on time-sensitive tasks without the diminished quality of work
For California only (as required by California’s Pay Transparency for Pay Equity Act (SB 1162): The expected salary for this position in our California office is $158,000 - $168,000. Pay is determined based on a variety of factors including, but not limited to, depth of experience in the practice area. Employees are eligible to participate in Hitachi America’s variable pay program, subject to the program’s conditions and restrictions.
EOE-Females/Minorities/Protected Veterans/Individuals with Disabilities
Equal Opportunity Employer (EOE)-Females/Minorities/Protected Veterans/Individuals with Disabilities
If you need a reasonable accommodation to apply for a job at Hitachi, please send the nature of request and contact information to [email protected] Queries other than accommodation requests will not be responded to.