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Job ID: 45365
Date Posted: Apr 9, 2020
Segment: Others (Including Headquarters and R&D )
Business Unit: Hitachi Regional Headquarters
Company Name: Hitachi Europe Ltd.
Profession (Job Category): Sales
Job Type (Experience Level): Experienced
Job Schedule: Full-time
SIB brings social innovation; enterprise architecture, technological acumen, and a global partner network to design and implement digital transformational solutions for our clients. As our market share has grown, we are expanding our global teams with a Digital Solutions Packaging Senior Director (DSPD) who is expert in their fields with demonstrated success in large complex solution packaging.
The Digital Solutions Packaging Senior Director (DSPD) will be responsible for the end-to-end solution including the industry and business approach, implementation methods, use of technology, business and IT processes and will influence the commercial and financial models. The DSD will also help define the use of our Offerings and will utilise or help create the `Business patterns` used on the Digital Account. Industry knowledge is vital and they need to tailor the Industry Framework for their particular Digital Account.
Main Tasks and Responsibilities
The Digital Solutions Packaging Senior Director will work as part of a multi-functional team with the Client, Partners and Hitachi to sell, build and deliver to design, prove and pilot solutions that meet the needs of our clients’ Digital strategies and align with Hitachi business objectives.
Operating in a market-in solution development environment, work closely with the commercial teams to define MVPs - based on solutions sold to customers
Define roadmaps based on market demand and competitive dynamics
Define pricing models and frameworks for solutions to be packaged
Build 3 and 5 year business plans, based on SIB’s business incubation mission, governance and operating model
Support marketing team for the building of sales and BD content /collateral
Manage requirements for technology platforms, software assets , services models for building repeatability and reusability of all solution components
Build cost structures for solutions and services
Work closely with the innovation and service delivery teams to define operating model and processes for delivering on prototype solutions, customer pilot projects and “in-production” solutions.
The DSPD must understand the customers’ business and the industry requirements by actively engaging with the SIB team’s subject matter experts to determine business issues
Define the digital solution from the initial ideas in response to the business challenge through prototype, MVP / pilot to production
Establish technical credibility with existing and prospective clients, providing the ability to cultivate relationships and envision creative sales and solution strategies that generate additional revenue
Understand complex business problems and commercial frameworks and how to apply a logical, systematic approach to arrive at an appropriate solution
Understand commercial and disruptive technology trends in the client’s market and understand how these interact to constrain and inform a target solution
Understand what represents best of breed from a technology perspective in your customer’s vertical market
Know who the leaders and disrupters are in their peer group and why
Understand what the client’s Digital programme will deliver from a business and benefits perspective and advise on areas where this is not congruent with the evolving solution
Create a value proposition that is directly linked to a client’s business model and issues
Quickly learn new business models and drivers and articulate how Hitachi can help clients to meet their goals
Present to CxOs, discuss business process with business managers and work with developers on solution strategy, architecture and code
Work with the client to identify innovation ideas to meet the business challenge
Understand and make full use of Hitachi and partner solution demonstrations and capabilities for producing proofs of concept and prototype solutions
Lead cross-organisation, multi-functional teams in a collaborative approach to solution discovery, design and development particularly through our Digital Transformation Centres
Key Skills and Experience
Have experience in Entrepreneurial ventures, business modeling, competitive analysis, and value proposition definition
Deep knowledge on business and technical concepts such as business process design, solution packaging and management, applications development and service management in a Digital operating model
Fluent in contemporary Digital technologies and platforms, including CX, mobile app dev, APIs, SaaS, MicroServices, OSS, AI and Machine Learning, Big Data Analytics, Edge, IaaS, PaaS, CaaS and FaaS. Will understand how these industry related business patterns and their underpinning technologies can be used to meet the business needs
Be technical across a number of areas – for example, a good understanding of coding in modern languages including mobile app and backend development, data science, modern IT architecture modelling, CICD, automation principles and IT security (traditional skills for solutioning of infrastructure operations and project management are not as critical)
Understand the concepts of Lean approaches and the details of Agile methodologies and related methods (e.g. SAFe, Scrum, Kanban, DAD, Nexus, Agile, XP development, DevOps); be able to apply these as appropriate in different client contexts and solution phases
First class influencing skills, able to quickly become a thought leader and trusted advisor
Outstanding communication including written, diagrammatic and oral and able to reduce complex ideas to simple terms and express these to both a non-technical and technical audience
Need to have a broad base of skills and experience and will need to work in small teams in an autonomous manner
Have a proven pedigree of leading large IoT projects whether those are consulting, pre and post-sales transformational IT services or IT design and build projects in IT departments
Be knowledgeable across industry, business, IT strategy, Digital strategy and technology domains. Have a primary Industry where they can articulate knowledge of that industry, the clients competitors and the challenges that need to be addressed and overcome
Have experience of applications and will have transitioned through an architecture role before growing their business and commercial skills
Keep up with the latest trends, be a disruptive thinker and have experience of driving cultural change in organisations
BS or MS in Computer Science/Engineering or related technical field
MBA or Economics is a plus
At least 10 years of experience in all phases of product/solution management and packaging (market analysis, engineering analysis, marcom plan, ecosystem and evangelization)
Familiarity with big data tools, RDMBS, job scheduling and version control/change management tools.
At least 10 years of experience as a Trusted Advisor demonstrating presentation skills and the ability to communicate with client management and executives
At least 3 years of experience with Digital/ Internet of Things (IoT) solutions and demonstrating extensive knowledge of the Digital/ IoT market and ecosystems
In-depth experience in Operational Technologies (OT) from at least 2 of the following areas: Manufacturing Optimization, Transport/Fleet Management, Smart Retail, Smart Cities.
Experience estimating effort based on business requirements (roadmap)
Experience in process analysis and ability to develop processes and methodologies for solution packaging.
Adept in delivering architecture consulting or other type of advisory services
Demonstrated ability to lead high performance technical and business teams.
Entrepreneurial experience (working in startup environments is a plus)
Must be fluent in English, and fluent in other(s) European languages as a plus
In addition to offering a market competitive salary and discretionary bonus scheme, Hitachi also provide an attractive benefits package, which is regularly reviewed, and offers a wide range of benefits that you can choose from, including:
Company Funded Benefits
Market competitive salary and discretionary bonus scheme
Generous holiday entitlement - with the option to buy up to an additional 8 days per year
A Holiday Banking scheme allowing you to bank untaken holiday to use another year
Group Personal Pension
Private Medical Insurance with self-funded option to cover family members
Employee Assistance Programme available to all employees
Personal Accident Insurance
Ample employee parking at our Whitebrook Park headquarters
Voluntary Benefits (funded by employee) including;
Cycle To Work scheme
Dental Insurance with option to include dependent children
Hitachi Europe Ltd is a social innovation company with headquarters based in Maidenhead, England. The company’s European operations employ over 550 people to deliver services and solutions to customers in several key business areas. The company's portfolio includes digital media products, industrial components and equipment, European procurement and sourcing, research and design, information systems.
HEU is also responsible for managing a Shared Services Group that provides the Company's business units with a range of innovative and effective common services that deliver value, create ‘lean’ processes and support growth and development - including HR, IT, Legal, Finance & Accounting, Corporate Communications & Sustainability, and Business Development.