Job ID: R0025289
Date Posted: Jun 22, 2023
Segment: Green Energy & Mobility
Business Unit: Hitachi Energy
Company Name: HITACHI ENERGY ITALY S.P.A.
Profession (Job Category): Sales, Marketing & Product Management
Job Type (Experience Level): Experienced
Job Schedule: Full time
Hitachi Energy business delivers products, systems, service and software solutions as part of its comprehensive power & automation offering for the grid across the power value chain - serving utility, industry, transportation and infrastructure customers through four business lines: Grid Automation, Grid Integration, Transformers and High Voltage Products.
Who Are We?
Hitachi Energy: Powered by people. Fueled by knowledge. The top 5 software companies in the world.
This is a senior role to drive business growth and pipeline in support of the company’s revenue goals. Managing all aspects of territory throughout Europe, this role is responsible for the execution of the company’s strategy, developing plans focused on pipeline generation, marketing, and enablement, and driving alignment with Field Marketing and aligned Sales teams. This role is critical to the success of the region, identifying, developing, and driving pipeline within territory and to discover and deliver incremental revenue opportunities for the region. You will be based in Italy.
Reporting to the Regional Sales Manager, the Enterprise Software Senior Sales will apply insight and planning to drive Hitachi Energy Enterprise Software solution propositions in order to generate a pipeline of incremental sales opportunities. To achieve these objectives, the Enterprise Software Senior Sales must work cross functionally through the various Hitachi Energy ES sales, marketing, services, and support departments displaying direction and leadership to define and advance the overall team goals.
You possess skills with the following:
Working closely with the European region Marketing organization to drive business and pipeline growth within Europe in support of the European regional sales teams
Focuses on strategic partnerships and strong execution to build long term value and sustainable success for both Hitachi Energy Enterprise Software and its clients
Contributes to the development of the European region and Business Plan working with the Sales Managers and other stakeholders across the business
Works closely with Field Marketing and Sales Teams, to develop structured, enablement plans and marketing campaigns focused on existing and net new pipeline generation
Works independently to determine the best approach for achieving personal and team goals
Interfaces with Senior Management inside Hitachi Energy to drive closer engagement between our respective sales, field marketing, professional services and customer services teams
Understands how to leverage the business partner political structure, and builds senior executive champions to drive change and overcome hurdles
Interfaces with and shares best practices with other regional partner leads and stakeholders
What it takes:
Proven track record of direct or virtual people management
Previous enterprise software sales and management experience (both direct and indirect)
Experience of working with large software vendors particularly SAP, Oracle IBM and Microsoft is valuable
Proven track record of strong success in personally developing client relationships/ programs with demonstrable results
Knowledge of Enterprise Information Management or comparable market space, competitors, trends and related industries
Previous experience successfully partnering with local and international SI’s and technology partners
Proven history of being able to work independently and with cross-functional sales, marketing and engineering teams to achieve company and departmental objectives
Strong business acumen and capable of developing and managing strategic plans with partner and company executives and challenging the status quo
Proven history of analyzing situations, employing creative and effective decision making to solve problems/achieve results
Outstanding written/verbal communication skills and excellent negotiating skills and ability to present to both small and large audiences
Industry knowledge in Utilities, Industrial and Engineering desirable but not essential
Good understanding of Vegetation Management, Field Service Management, Asset Management, and Asset Performance Management.
As a Enterprise Software Senior Sales , you will have the responsibility for generating revenue by selling software solutions and associated services directly to prospective clients. You will be in charge of devising direct sales strategies and plans to deliver revenue growth.
You will also be in charge of proactively developing the sales pipeline and drive these to fruition.
You must demonstrate a high-level understanding of business processes and integration solutions in asset management industry. You will also need to work with the pre-sales team and subject matter experts in order to prepare and submit documents such as RFI/ RFQ/ RFP.
In developing the pipeline and scoping sales opportunities, you need to be able to visualize the technical requirements communicated by various departments of a prospective client, and to be able to synthesize these into proposed solutions which the client will find compelling. You must be able to understand the implicit and explicit requirements and navigate these from a techno-commercial perspective.
Develop sales plans, strategies, and presentations designed to deliver revenue growth.
Perform sales activities to achieve or exceed assigned revenue objectives.
Meet new account sales quotas for products and services by closing recognizable contracts.
Call on existing and prospective customers to identify opportunities and solicit orders.
Analyze customers' needs and recommend solution that best meets the customers' requirements.
Work independently to develop the sales pipeline
Remain knowledgeable of organization's products/services to facilitate sales efforts.
Compile lists of prospective customers for use as sales leads based on industry information sources
Work with marketing and regional front-end sales to develop visibility to prospective clients
Enter new customer data and other sales data for current customers into CRM systems (e.g. Salesforce.com) database.
Promptly follows up marketing leads and other customer-based actions.
Work with global technical resources to produce the most compelling and concise proposal response.
Quote prices and credit terms and prepare sales contracts.
Living core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business
Knowledge, Skills, Experience:
Bachelor’s Degree or equivalent - Engineering, Business/Economics and Information Systems degrees preferred
Minimum 5 years of enterprise software related industry experience and enterprise asset management, asset performance management, workforce management solutions, with knowledge of the industry landscape, prospective clients and business network
A proven track record (or demonstrated ability) of client engagement in the software sector, leading to successful pipeline and business growth
Strategic Business Acumen, and resilience in sales pursuits
Exposure to Hitachi Energy Enterprise Software Product is desirable. Experience with EAM, WFM & APM Software solutions and/or competitive product offerings is ideal.
Excellent English language skills. Other European language is highly advantageous
Excellent verbal and written communication abilities and the ability to deliver professional and persuasive presentations
Excellent time management, decision-making, presentation, relationship-building, and organizational skills
Must thrive in a fast-paced, time-compressed and dynamic environment
Business networks and clients contacts in the Europe region is a plus
Willingness to travel as required
Who You Are
To be successful in this role, we see that you are customer minded, a great communicator and a strong leader. Your motivation lays in solving problems for our customers and helping others. You appreciate being part of a team and fully understand how sharing knowledge with you colleagues helps us deliver better solutions to our customers.
You are curious and continuously find ways of building improvement for you as a person but also for the team. In order to keep up with the rapid change of our products and business you need to be flexible, solution oriented and not afraid of rolling up your sleeves.
The successful candidate must be willing and able to work in a busy, dynamic environment. They must be able to work as part of both local and global teams to deliver customer excellence and success. The ideal candidate must be attention focused and hold a high degree of accountability to help build and protect the strong Hitachi Energy Software brand image.