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Presales Solutions Consultant (m/f/x) - Zurich or Bern

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Location: Wallisellen Switzerland
Job ID: 1005395HV
Date Posted: Dec 12, 2019
Segment: IT
Business Unit: Hitachi Vantara
Company Name: Hitachi Vantara Corporation
Profession (Job Category): Sales
Job Type (Experience Level): Experienced
Job Schedule: Full-time

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The Company

Hitachi Vantara, a wholly owned subsidiary of Hitachi, Ltd., helps data-driven leaders use the value in their data to innovate intelligently and reach outcomes that matter for business and society - what we call a double bottom line. Only Hitachi Vantara combines 100+ years of experience in operational technology (OT) and 60+ years in IT to unlock the power of data from your business, your people and your machines. We help enterprises store, enrich, activate and monetize data for better customer experiences, new revenue streams and lower business costs

The Role

The Solutions Consultant (SC) is a customer and partner-focused technical sales professional who leads the Hitachi Vantara PreSales effort in accounts by partnering with Hitachi Vantara Account Managers as well as Channel Partners to build customer-centric and business outcome value propositions. The SC provides opportunity-based transactional technical engagement on key deals. The SC builds and nurtures relationships with key partners by helping them optimize their investments in Hitachi Vantara solutions.
When qualified as an opportunity requiring Hitachi Vantara technical sales support, the SC orchestrates the application of technical resources to the opportunity. Working with all resources, the SC provides leadership to the Account Managers and Channel Partners in the solution design process. The SC must possess strong technical and interpersonal skills and be able to lead technical discussions with the customer, the partner and the account team regarding the challenges in today's market, industry trends, and the Hitachi Vantara vision. The SC helps the Account Managers and Channel Partners to translate business needs into technical requirements. The SC can present a technical vision, business case and solution set specifically developed for the customer.

  1. Qualify Opportunities
    1. Conduct and/or evaluate an assessment of customer business requirements as provided by the customer and/or sales colleagues (Hitachi Vantara or Partner).
    2. Apply knowledge of customer business requirements to lead the creation of a technical opportunity strategy
    3. Understand the ecosystem of solution providers and ISVs that are likely to positively influence partner and customer decisions
    4. Determine with the Hitachi Vantara Account Manager if an opportunity shall be Hitachi Vantara or Partner-led, and proceed accordingly
  1. Develop and Present Solutions

Where necessary, the SC shall:
  1. Assist the Account Managers (and Channel Partners) in moving deals through the sales process
  2. Orchestrate and engage all technical resources; Hitachi Vantara and/or partner
  3. Where a RFx has been issued by a customer, the SC shall assist in development of the technical solution
  4. Coordinate solution development by leveraging pre-tested solutions and designs; and by researching customized solutions
  5. Develop and lead Proof of Concept (PoC) and incl. the Center of Excellence (CoE) if needed
  6. Lead/assist in the presentation of Hitachi Vantara solutions to partners/customers, including white-boarding and presentation of technical material, while leveraging, in extreme cases, additional resources as needed (i.e. Technical Expert (TE), Industry CTOs, and/or Enterprise Architects (EA))
  7. Communicate with Post-Sales teams and provide adequate documentation for clear handoff to the Post-Sales organizations (partners and customers) where appropriate

  1. Personal and Organizational Development
    1. Increase foundational/advanced knowledge of products and solutions over time that are typically positioned through specialty groups (e.g. Data Management/Protection, Data Intelligence, Virtualization and Applications) while relying on the TE team for current complex design support
    2. Actively develop technical, professional and sales skills
    3. Pursue internal and external certifications that increases their value and impact to the SC role
  1. Build and nurture relationships with key clients and internal resources
    1. Network effectively and build trust and confidence among partners, customers and peers
    2. Act in an increasingly consultative fashion and enhance their role as a trusted technical advisor to the customer and to our partners

  • 5 years+ related experience in a presales and/or professional services organization with focus on IT solution offerings
  • Strong knowledge of broad Hitachi Vantara portfolio or comparable portfolio of other companies/competitors
  • Strong relationship skills
  • Strong communication and technical skills - fluent in English - German
  • Persuasive presentation and public speaking skills
  • Self-motivated, self-starter and results oriented
  • Able to work in unstructured environments and situations, and prioritize effectively with minimal supervision
  • Independent judgment within broadly defined policies and practices to determine best method for achieving objectives
  • Bachelor's Degree or appropriate equivalent, post graduate course work is desired

We are an equal opportunity employer. All applicants will be considered for employment without attention to age, race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
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