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Account Executive, Utility Industry and Asset Management

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Location: Washington United States
Job ID: 1009480HV
Date Posted: Mar 18, 2021
Segment: IT
Business Unit: Hitachi Vantara
Company Name: Hitachi Vantara Corporation
Profession (Job Category): Sales, Marketing & Product Management

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The Company
Hitachi Vantara, a wholly owned subsidiary of Hitachi, Ltd., guides our customers from what's now to what's next by solving their digital challenges. Working alongside each customer, we apply our unmatched industrial and digital capabilities to their data and applications to benefit both business and society. More than 80% of the Fortune 100 trust Hitachi Vantara to help them develop new revenue streams, unlock competitive advantages, lower costs, enhance customer experiences, and deliver social and environmental value.

The Role
Leveraging strong knowledge of the utility industry and associated dynamics and macro trends, this role is responsible for developing and managing a pipeline of opportunities with existing strategic clients as well as new prospects, primarily in the utility industry but also in other asset intensive industries. The role will work to understand client needs and deliver compelling and effective proposals selling Hitachi Vantara software and service offerings to clients across our 5 core solutions offerings:
1. Digital Transformation and Data Modernization
2. Intelligent Operations Management
3. Connected Asset Performance
4. Health Safety - Environment Solutions
5. Intelligent Energy Management

The role will have a particular focus on selling the Hitachi Vantara Lumada platform and related services to support data management, data operations, analytics and machine learning, as well as the Hitachi ABB Power Grids Digital Enterprise software and associated services for asset management , operations management and predictive maintenance.

  • Develop and manage a pipeline of opportunities, owning the end-to-end deal cycle and client relationship
  • Develop trusted advisor relationships with strategic clients at all levels of the business
  • Qualify and prioritize opportunities and leverage and align appropriate supporting resources from across Hitachi
  • Develop an internal network within Hitachi to support both lead generation and proposal development
  • Deliver sales presentations and actively lead proposals with support from domain experts and pre-sales solutioning teams
  • Close sales and meet or exceed annual quota

Qualifications and Requirements
  • Deep understanding of the utility industry and other asset intensive industries gained in consultative selling roles
  • Knowledge of solutions offerings relating to Digital Transformation and Data Modernization, Intelligent Operations Management, Connected Asset Performance, Health Safety - Environment Solutions, Intelligent Energy Management
  • Strong communication and collaboration skills working in a team environment and across large and complex organizations.
  • Experience leading successful negotiation of multi-million dollar sales proposals
  • Exceptional communication skills with a confident demeanor and level of comfort leading discussions
  • Strong collaboration skills, working in a team environment and across large and complex organizations
  • Minimum education: Bachelor's degree (Master's degree preferred)
  • Will require ~30% travel (post Covid restrictions)

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