Business Development Manager (H2 and Sustainability)

Description

Mission:

The Business Development Manager for H2 and sustainability will be responsible for map the current portfolio of projects on renewal segment focused on H2, Bess, Sustainability, decarbonization, etc., in order to penetrate with new technologies and maximize the portfolio of Hitachi Energy. Also, will develop, implement and manage the strategic/local account(s) strategy focused on share of wallet growth, profitability and customer satisfaction. Coordinate the sales activities and manage resolution on these specific customers.

Responsibilities:

Create, own and execute the strategic plan aligned with customer needs:

• Positioning our value proposition and Promoting selling across all business units​
• Identification of projects/opportunities to meet target, forecast​
• Be part of the CTS on pursuits in collaboration with BUs, local sales​
• Create revenue streams through FA, cocreation...​
• Synergies with Hitachi, if applicable​
• Identifying global players building the Player map: including the SFDC Player map​
• Facilitate C-level customer engagement: meetings, events, contacts, visit reports and briefings​
• Voice of the customer, NPS and Quality issues​
• Focus on Sustainability, Digital and Service

Governance based on best practices, regular cadences and account planning.

• Ensure ownership and accountability of the accounts under their leadership​
• Follow focused accounts review process: regular cadence responsibility​
• On-demand or ad hoc updates based on business needs​
• Account plan creation and continuous maintenance – it should always reflect the account status​
• Ensure Account plan minimum requirements: incl. player map, spend (long term), targets, issues and challenges, analysis and actions ​
• Share of Wallet Account Spend ​
• Account hierarchy and Master Data​
• Performance & Pipeline Management: (with Tools like ATLAS & SFDC) ​
• Account details incl. contacts) and assignment of account team member ​
• Visit reports

Create, own and execute the strategic plan aligned with customer needs:

• Positioning our value proposition and Promoting selling across all business units​
• Identification of projects/opportunities to meet target, forecast​
• Be part of the CTS on pursuits in collaboration with BUs, local sales​
• Create revenue streams through FA, cocreation...​
• Synergies with Hitachi, if applicable​
• Identifying global players building the Player map: including the SFDC Player map​
• Facilitate C-level customer engagement: meetings, events, contacts, visit reports and briefings​
• Voice of the customer, NPS and Quality issues​
• Focus on Sustainability, Digital and Service

Governance based on best practices, regular cadences and account planning

• Ensure ownership and accountability of the accounts under their leadership​.
• Follow focused accounts review process: regular cadence responsibility​.
• On-demand or ad hoc updates based on business needs​.
• Account plan creation and continuous maintenance – it should always reflect the account status​.
• Ensure Account plan minimum requirements: incl. player map, spend (long term), targets, issues and challenges, analysis and actions. ​
• Share of Wallet Account Spend ​
• Account hierarchy and Master Data​
• Performance & Pipeline Management: (with Tools like ATLAS & SFDC) ​
• Account details incl. contacts) and assignment of account team member ​
• Visit reports.

Qualifications:

• 10+ years successful track record in enterprise complex software sales focused on developing, managing and closing seven-figure, licensed-based deals (SaaS, perpetual, annual) with large industrial customers (utilities, mining, rail, OGP)
• Identify, reach and influence C-level decision-makers, stakeholders and industry influencers within targeted accounts and territory.
• Ability to develop customer intimacy required to collaborate with customers to solve critical business issues. Ability to create opportunities through creative problem-solving and working with customers.
• Ability to apply a consultative sales approach focused on value and customer outcomes to new and existing customers.
• High energy and engagement with an entrepreneurial mindset that works to maximize mutual value between assigned accounts and territory with Hitachi Energy’s portfolio.
• Proven success working within a matrixed organization and establishing solid relationships across all functions.
• Excellent verbal and written communication abilities and the capability to deliver professional and persuasive presentations at the executive level.
• Ability to penetrate accounts, meet with stakeholders within accounts and represent Hitachi Energy within various and complex buying centers.
• Ability to create, negotiate and close mutual engagement plans with customers to drive significant enterprise opportunities.