Enterprise Account Manager - São Paulo

Enterprise Account Manager - Sao Paulo



Meet The Team

Ignite your career with Hitachi Vantara! Hitachi Vantara, a wholly owned subsidiary of Hitachi, Ltd., helps data-driven leaders find and use the value in their data to innovate intelligently and reach outcomes that matter for business and society. We combine technology, intellectual property and industry knowledge to deliver data-managing solutions that help enterprises improve their customers' experiences, develop new revenue streams, and lower the costs of business. Only Hitachi Vantara elevates your innovation advantage by combining IT, operational technology (OT) and domain expertise. We work with organizations everywhere to drive data to meaningful outcomes.

Great careers start with innovation and here at Hitachi Vantara, our promise is to deliver insights that power smarter businesses and inspire social innovation solutions for a healthier, safer future. The key to our innovation is our people -- our culture values respect, diversity, and collaboration. Join our Hitachi family and together, let's lead the way to extraordinary!

The Position

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 Core and Emerging 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.
• Will ensure alignment to Global and Regional strategy and have the ability to monitor, measure and communicate progress against stated goals
• 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
• Will identify leads, develop and track opportunities from identification to the close. Will identify up-selling and cross-selling opportunities within the account and develop account plans.
• Undertake effective pipeline creation, management and forecasting for the assigned acounts, and own updates on progress to leadership

What You Bring To The Team



Sales Orchestration

• Ensure a consistent One Hitachi approach for the customer by regular account team communication and alignment to one account plan

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 outcome focused references

Lead Generation

• Carry out account research with a focus to farm the install base as well as analyse 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

Account Planning Strategy and Management

• Understand the client strategy, political/ competitive landscape and budget priorities to be able to build an engagement and strategy plan which maximizes Hitachi opportunity for success.
• Collaborate with internal team capable of building compelling business case.

Lead/Opportunity Management

• Perform lead management through Salesforce. Identify S0 - S5 processes and define for the team.
• Manage new projects and opportunities by establishing clear leadership and ownership of opportunity deliverables between Sales, Technical, and Support teams.
• Understanding company businesses. Highlighting total IT usage and potential expansion.

Opportunity expansion

• Manage opportunity development by mapping our technology to our customers business challenges and lead the sales of specific products or solutions
• Accurately develop and manage sales pipeline and forecast in order to meet sales targets as well as report on sales progress in SFDC with the right metrics
• Perform loss analysis on lost opportunities with rectification plans where necessary.

Our Company

Hitachi Vantara is part of the Global Hitachi family. We balance innovation with an open, friendly culture and the backing of a long-established parent company, known for its ethical reputation. We guide customers from what's now to what's next by unlocking the value of their data and applications to solve their digital challenges, achieving outcomes that benefit both business and society.

Our people are our biggest asset, they drive our innovation advantage as we strive to offer a flexible and collaborative workplace where they can thrive. Diversity of thought is welcomed, and our employee base is represented by several active Employee Resource Group communities. We offer industry leading benefits packages (flexible working, generous pension and private healthcare) and promote a creative and inclusive culture. If driving real change gives you a sense of pride and you are passionate about powering social good, we'd love to hear from you.

Our Values

We strive to create an inclusive environment for all and are open to considering home working, compressed/flexible hours, and flexible arrangements. Get in touch with us to explore how we might be able to accommodate your specific needs.

We are proud to say we are an equal opportunity employer and welcome all applicants for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. With Japanese roots going back over 100 years, our culture is founded on the values of our parent company expressed as the Hitachi Spirit:

Wa - Harmony, Trust, Respect
Makoto - Sincerity, Fairness, Honesty, Integrity
Kaitakusha-Seishin - Pioneering Spirit, Challenge