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Frame Contract Sales Manager, Public Sector

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Location: Munich Germany
Job ID: 1024938HV
Date Posted: Nov 21, 2023
Segment: Digital System & Service
Business Unit: Hitachi Services & Platforms
Company Name: Hitachi Vantara Corporation
Profession (Job Category): Sales, Marketing & Product Management

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We're Hitachi Vantara, a global infrastructure business. Our people are the force of meaningful progress. We enable the incredible with data - from taking theme park fans on magical rides, conserving natural resources, protecting rainforests to saving lives. We empower businesses to automate, optimize and advance innovation. Together, we create a sustainable future for all.

Imagine the sheer breadth of talent it takes to inspire he future. We don't expect you to 'fit' every requirement - your life experience, character, perspective, and passion for achieving great things in the world are equally important to us.

Meet our Team

We represent Hitachi Vantara to commercial & enterprise clients across public sector, establishing business relationships to understand customer challenges so that we can deliver profitable business for Hitachi products, services, and solutions. We collaborate as a team and cross-functionally to ensure the success of our customers; success that is celebrated and shared. Our solutions bring value to every line of business, and we need people like you to build those deep relationships and to passionately articulate our value proposition.

The Role

We are currently looking for an experienced Frame Contract Sales Manager with focus on Public Sector. In this role you'll be responsible for driving all Sales and Pre-Sales activities as part of existing and future frame contracts held by Hitachi Vantara or its partners. The Frame Contract Sales Manager manages a cross-functional team to drive the adoption and expansion of the scope of frame contracts while maximizing revenue and margin for Hitachi Vantara. He/she will ensure that the solution and services delivered to each customer are aligned with the client's expectations and business requirements and compliant with government regulations.

What You'll Be Doing
  • Build, lead and inspire a cross-functional sales, services and delivery team including partners.
  • Build & maintain strong relationships with key stakeholders at customers & partners.
  • Develop & align all parties around the execution of a strategic plan. (Per customer/frame contract)
  • Define & monitor relevant KPIs.
  • Manage risks and issues associated with the contracts, ensuring that they are identified and addressed in a timely manner.
  • Develop a blueprint on how to drive adoption and monetization of frame contracts.
  • Ensure compliance of all systems and processes with government regulations.
  • Generate pipeline
  • Ensure funding and execution of account-based marketing campaigns.
  • Introduce new technologies from Hitachi Vantara and technology partners as appropriate.
  • Manage product/services mix and solution architecture.
  • Ensure Hitachi Vantara's participation in major customer projects and RPFs.
  • Identify new business opportunities within the contracts.
  • Maximize conversion, revenue & margin for Hitachi Vantara.
  • Drive solution adoption.
  • Ensure customer satisfaction.

What You Bring to The Team
  • University degree from a recognized institution is ideal, however relevant work experience will be taken into consideration.
  • Experience should be in line with the Hitachi Vantara internal grade identified for the role.
  • Demonstrable experience of software solution-selling within major vendor, distributor, or system integrator.
  • Good knowledge of the IT data solutions market and particularly storage/ infrastructure economics.
  • Show us that you have a consistent track record of sales achievement in public sectors in high value orders within the new business or account management environment.
  • Capability to lead a team within a matrix organisation.
  • You should be a self-motivated professional who can work effectively without close supervision, making decisions without continual reference to your immediate manager.
  • Ability to act as a consultant and expert, attracting interest in Hitachi Vantara solutions and services by combining sales with the delivery of intellectual knowledge.
  • Continuously seek to improve and build upon knowledge of market trends including environmental and competitive influencing forces.
  • Act as a customer advocate, showing empathy with their challenges and issues and creating plans to address their needs.
  • Ability to probe, listen, qualify, and resolve concerns or obstacles to a sale in a logical fashion, emphasising the Hitachi Vantara solutions that will deliver maximum benefit.
  • Strong business acumen and negotiation skills, fluent in English and German
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