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Territory Account Manager (m/f/x)

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Location: Stuttgart Germany
Job ID: 1025832HV
Date Posted: Apr 11, 2024
Segment: Digital System & Service
Business Unit: Hitachi Services & Platforms
Company Name: Hitachi Vantara CorporationHitachi Vantara Corporation
Profession (Job Category): Sales, Marketing & Product Management
Job Type (Experience Level): Experienced
Job Schedule: Full-time

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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.

The team

We represent Hitachi Vantara to commercial & enterprise clients across industries, 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. Hitachi place sustainability, environmental issues and employee work life balance at the heart of our values - so for this position we are only considering candidates who live locally in Baden W├╝rttemberg.

The role

We are currently looking for an experienced Account Manager with strong solution-selling capabilities and a high level of competence in identifying and developing sales opportunities to penetrate new commercial level prospects or to grow the footprint in an existing account base.

Key responsibilities
  • Reporting to the Commercial Sales Manager, you will proactively create new business sales opportunities and grow existing Hitachi Vantara accounts.
  • As a core member of the sales team, you will be responsible for a dedicated set of commercial accounts, both existing and prospective target accounts.
  • You will own a Territory sales quota and will be responsible to meet these sales objectives.
  • Focus on developing Accounts and acquiring new business within an indirect sales approach with a direct touch
  • Using your initiative and solution-selling experience, you will build relationships at a senior business level in order to identify customer pain points and gauge the extent to which the Hitachi Vantara portfolio represents sound resolutions to these business challenges.
  • Based on your thorough understanding of customer requirements, you will highlight relevant offerings from the Hitachi Vantara portfolio to IT and business departments, ultimately developing these into sound sales opportunities.
  • Understanding and tracking the clients' total IT spend on Hitachi Vantara and competitor solutions.
  • Engaging with pre-sales, partner account managers, professional services and senior management as necessary to articulate the solution to the existing or prospective customer.
  • Careful control and management of forecasting and pipeline for your allocated accounts.
  • Maintaining knowledge of Hitachi Vantara solutions, competitive products, customer vertical industry, and an in-depth understanding of the customer's application strategy, with the ability to help the customer make future technology decisions.

What you'll bring
  • 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 high value orders within the new business or account management environment.
  • Capability to lead virtual teams 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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