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Enterprise Account Executive - Canberra

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Location: Canberra Australia
Job ID: 1026117HV
Date Posted: Nov 14, 2023
Segment: Digital System & Service
Business Unit: Hitachi Services & Platforms
Company Name: Hitachi Vantara Corporation
Profession (Job Category): IT, Telecom & Internet

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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.

What you will be doing

The role of the Enterprise Account Manager is to create business growth for Hitachi Vantara. This is achieved by building strong relationships with customer's key stakeholders to understand their business drivers and sell Hitachi Vantara solutions. You should understand Hitachi Vantara's portfolio of products, services and solutions to uniquely solve a customer's needs and become a long term trusted solutions partner. You may sell direct or indirect to customers and as such may utilize a variety of go to market partners to be successful.

You will own the relationship with the customer and be responsible for understanding a customer's key stakeholders and decision makers. Working collaboratively with Hitachi Vantara's sales support teams to implement impactful sales and account planning strategies to accelerate sales growth and build the best possible solution for the customer

Successful sales strategies may include:
  • Understanding the customer's key business drivers, current micro and macro-economic trends, industry trends and strategy. Understanding how the customer competes in their marketplace and industry. Provides unique and sophisticated perspectives for the customers for trusted relationships. Identifies new perspectives and ideas on how Hitachi Vantara can help a customer maintain or grow their business or competitive advantage. Creates customer insights that Hitachi Vantara's capabilities and solutions can provide to the customers and its key stakeholders.
  • Providing an Hitachi Vantara tailored solution(s) that resonates with a customer and solves their unique business opportunity.
  • Maintaining the relationship through the entire selling and delivery cycle to ensure that all objectives are met, manages a positive customer sales experience and develops future opportunities within these customers.
  • Balancing between short term and long term growth for all opportunities to achieve and exceed targets and expand market share.
  • Proactively identifying and pursuing new accounts and/or new opportunities within existing accounts to drive Hitachi Vantara's business growth.
  • Creating strong internal and external partner and alliance relationships to be recognized as a leading partner in local market or territory
  • Remains current with Hitachi Vantara's product, service and solution portfolio by attending internal trainings, seminars, websites to effectively provide the entire solution.
  • Accurately and regularly forecasts sales pipeline for effective support of the business strategy. Ensures that any gaps between current position and goal are proactively and regularly assessed and strategies and tactics are developed to address gaps.
  • Regularly updates and maintains all account information and activity in CRM tool. Ensures all territory, account and opportunity plans and strategies are documented and up to date in the relevant account planning tool.
  • Supports the broader Hitachi team where required, including providing relevant information for customer success stories and supporting channel and marketing initiatives and events as required.

What you bring to the team
  • Minimum 5 to 7 years of strategic sales experience in a business to business sales environment selling software and solutions in complex business environments.
  • Preferred: 5-10 years' experience in Storage market or in the NZ region.
  • Proven track record in achieving annual quotas exceeding US$5M.
  • Assertive self-starter with the ability or manage work in a dynamic and competitive environment to drive demand for Hitachi Vantara systems.
  • Has strong business technical and business acumen to understand the customer's business objectives and sell to a broad set of customer stakeholders.
  • Demonstrated experience in providing valuable perspective or insights to customers by staying relevant and current with micro and macro-economic and industry trends.
  • Experience selling through or with partners and alliances to win in the marketplace.
  • Strong executive presence including strong relationship building and interpersonal communications.
  • Demonstrates strong decision-making skills to coordinate activities with partnerships and networks for successful sales.
  • Demonstrated influencing and negotiation skills in complex and multi-level sales environment.
  • Demonstrated ability to positively collaborate and engage with a broader team to achieve successful results.
  • A strong and confident communicator and presenter, comfortable operating and presenting at all levels within the customer including senior management or CXO level.
  • Experience to work and coordinate with a virtual team of experts on products, services, solutions and management to build account strategies and plans.
  • Operates with the highest integrity and effectively role models and upholds our Company Values, the Hitachi Spirit.

Championing diversity, equity, and inclusion

Diversity, equity, and inclusion (DEI) are integral to our culture and identity. Diverse thinking, a commitment to allyship, and a culture of empowerment help us achieve powerful results. We want you to be you, with all the ideas, lived experience, and fresh perspective that brings. We support your uniqueness and encourage people from all backgrounds to apply and realize their full potential as part of our team.

How we look after you

We want to help you take care of your today and tomorrow - at home and at work. Which is why we offer industry-leading benefits that go far beyond compensation. That means support, services, and resources that also take care of your holistic health and wellbeing. We're always looking for new ways of working that bring out our best, which leads to unexpected ideas. Here, you'll experience a sense of belonging, and discover autonomy, freedom, and ownership as you work alongside talented people you enjoy sharing knowledge with. We're also champions of life balance and offer flexible arrangements that work for you (role and location dependent).

About us

We're a global team of innovators. Together, we harness engineering excellence and passion for insight to co-create meaningful solutions to complex challenges. We turn organizations into data-driven leaders that can a make positive impact on their industries and society. If you believe that innovation can inspire the future, this is the place to fulfil your purpose and achieve your potential.

We're proud to say we're an equal opportunity employer and welcome all applicants for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran, age, disability status or any other protected characteristic. Should you need reasonable accommodations during the recruitment process, please let us know so that we can do our best to set you up for success.
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