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Enterprise Account Manager - Government

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Location: Riyadh Saudi Arabia
Job ID: 1004529HV
Date Posted: Feb 24, 2020
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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Job Title: Enterprise Account Manager

Location: Riyadh, Saudi Arabia

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 candidate should be an experienced, self motivated, high performance sales professional with a focus on Government Sector capable of creating solutions and services projects to address identified customer business outcomes across enterprise accounts

The candidate will need to be able to demonstrate their ability to develop account plans, to maximize the value of the accounts and to deliver incremental revenue

They will be required to identify leads, develop and track opportunities, from identification to the close in collaboration with Partners. Identify up-selling and cross-selling opportunities and qualify potential additional sources of revenue. Develop and sell the optimum business and technical solutions to qualified opportunities.

Responsibilities and Scope of Work
  • Lead Opportunity Management
  • Operational excellence and maintaining pipeline through Salesforce
  • Create and maintain a healthy pipeline
  • Manage new projects and opportunities by establishing clear leadership and orchestration of opportunity
  • Identify up-selling and cross-selling opportunities and develop activation plans
  • Understanding company businesses. Highlighting total IT usage and potential expansion
  • Opportunity Expansion
  • Mapping our solutions (references) with customer business needs that differentiate the customers in their markets - provide overall roadmap to customer and highlight short term and long term business needs
  • Understand customer business needs and map solutions through closely tying Channel Partner and pre-sales/solutions team
  • Sales Orchestration
  • Ensure a consistent One Hitachi approach for the customer and Channel Partner by regular account team communication and alignment to one account plan

  • Bachelor/Master degree in a relevant commercial or technical orientation (business administration, IT, ...)
  • Effective communication with 'C' level Management
  • At least 5-7 years of relevant Industry experience and relevant sector
  • Solution Selling experience, along with educating customers through training
  • Strong communicator, take the lead and structured approach
  • Ability to seamlessly work in direct and virtual matrixed managed environment
  • Revenue driven and sales process competent
  • Customer focused and savvy business hunter mentality
  • Market insight and understand the unique needs of global/regional and enterprise business

We are an equal opportunity employer. Appointments will be made in line with the company's Employment Equity strategy.

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