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Sales Development Manager, Digital Solutions

Location: Remote -, California, United States
Job ID: R0002456
Date Posted: May 25, 2021
Segment: Others (Including Headquarters and R&D )
Business Unit: Hitachi Regional Headquarters
Company Name: Hitachi America, Ltd.
Profession (Job Category): Sales, Marketing & Product Management
Job Type (Experience Level): Management
Job Schedule: Full time
Remote: Yes

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Sales Development Manager, Digital Solutions

Company: Hitachi America, Ltd.

Division: Global Social Innovation Business (SIB) Digital Solutions

Location: Santa Clara, CA OR Remote/US

Status: Regular, Full-Time

Social Innovation Incubation Business

Hitachi’s Social Innovation Business (SIB) provides sophisticated social infrastructure solutions, leveraging Hitachi’s information technology and operational technology experience, for the Internet of Things (IoT) and AI era. SIB is looking for an experienced Sales Development Manager for its Digital Solutions in the Electric Vehicle Commercial Fleets market to join our SIB Innovation and Incubation team based in Santa Clara, CA.  Our team is engaged in building AI and IoT customer driven solutions with a focus on incubating and developing innovative “first of a kind” data solutions and related IoT platforms by leveraging the combined resources of the entire Hitachi group. We are looking for an “out of the box thinker” who has experience in engaging with Commercial EV Fleet customers to co-create innovative scalable digital data driven solutions that address not only current but anticipated future pain points of our customers.

Our Sales Development Manager is a market facing role, focused on leveraging a deep understanding of AI based digital and IoT market landscape. Along with experience in Commercial EV Fleet solutions, combined with Commercial Fleet industry connections, to identify potential client partners with large-scale, business-impacting challenges the Hitachi digital solution portfolio could address.  Specifically, this role will combine industry expertise, business connections, business strategy and product development, to scope, develop and deliver innovative solutions to provide business value.

The Sales Development Manager may also participate in conference, shows and exhibitions to develop business contacts and expand brand equity for Hitachi and the Social Innovation Business organization.


Our team is engaged in incubating and delivering solutions for Hitachi’s Social Innovation Business across Transportation, Asset Management and Discrete Manufacturing.

Our global Social Innovation Business team is looking for a Sales Development Manager with a minimum of 5 years of experience.  The Sales Development Manager will lead aspects of the IoT customer driven solution definition, from conception of innovative “first of a kind” digital solutions, through pilot validation, and production rollout in very short timeframes.

The ideal candidate will have strong commercial fleet industry customer relationships, familiarity with a variety of industry problems specially EV industry and business solutions, and the ability to present sophisticated technologies and related business value propositions.


  • Utilize knowledge of commercial fleet industry operations, business management, and the digital and IoT market landscape to identify large-scale, business-impacting challenges which can be addressed by Hitachi digital solutions
  • Run discovery sessions to understand and capture client needs
  • Work collaboratively with Hitachi’s Architects, Data Scientists and Industry Subject Matter Experts to apply design thinking principles to recommend an end-to-end solution
  • Collaborate with clients and Hitachi team members to build vision, develop supporting business cases, validate requirements, ensure solutions can be adopted and supported, and manage solution implementation
  • Understand and articulate business models, solution options, results and next steps with executive level audiences
  • Influence development teams to implement new technologies, approaches, optimizations or methodologies as needed to meet client requirements
  • Identify future opportunities, while giving input into prioritization and strategy of pursuits, managing the sales cycles and answering tough client questions
  • Prepare and present technical solutions to client audiences, large groups, and conferences

Essential Duties & Responsibilities:

  • 45% - Helps coordinate and participate in the sales pursuit process. In conjunction with the Sales and Delivery team, develops new business from new customers, and expand business with existing client relationships as required. Manage sales strategies/plans to keep it consistent with the company’s long-range strategic objectives.
  • 45% - Build sales pipeline by developing, nurturing, and maintaining client and new business relationships.
  • 10% - Perform necessary sales administration to make sure all parties are kept up-to-date on sales activities. Include participating in weekly and periodic Go-To-Market team meetings.

Skills and Qualifications 

  • Bachelor's degree in Business, Finance, Marketing or a technical field with related experience. An advanced degree (MBA or equivalent) preferred.
  • 5+ years of experience in enterprise and industrial sales, with 2+ years developing business solutions leveraging transformative digital products
  • Strong knowledge of commercial fleet industry operations or related field, business management, and the digital and IoT market landscape. Relationships with Fleet executives.
  • Demonstrated achievement of quota attainment and account expansion
  • Experience working in incubation, co-creation, partner collaboration,
  • Experience with customers and partners from start-up to large multi-national, Fortune 1000, preferred.
  • A large and diverse business network, including extensive relationships with C-Suite contacts in America’s Fortune 1000
  • Business development skills, defining requirements, designing practical solutions, developing supporting business cases and implementing solutions for B2B clients
  • Experience and willingness to work and collaborate within a large, complex global company, structured in matrixed and highly regionalized workplaces
  • Experience working with the Japanese culture is a plus
  • Ability to evaluate and communicate the technical and business tradeoffs of various solution architectures
  • Regular and expeditious travel throughout the year to meet client needs and timetables

Equal Opportunity Employer (EOE)-Females/Minorities/Protected Veterans/Individuals with Disabilities

If you need a reasonable accommodation to apply for a job at Hitachi, please send the nature of request and contact information to [email protected] Queries other than accommodation requests will not be responded to.

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