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Solution Consultant (m/f/x) - Technical Sales

Location: Zurich Switzerland
Job ID: 1012398HV
Date Posted: Oct 9, 2021
Segment: IT
Business Unit: Hitachi Vantara
Company Name: Hitachi Vantara Corporation

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Meet our Team

We represent Hitachi Vantara to enterprise clients across industries, establishing business relationships to understand customer challenges so that we can deliver profitable business for Hitachi products, services, and solutions. We collaborate as a team and cross-functionally to ensure the success of our customers; success that is celebrated and shared. Our solutions bring value to every line of business, and we need people like you to build those deep relationships and to passionately articulate our value proposition.

What you will be doing

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.

Job Responsibilities
  1. Opportunity Qualification
    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. Solutions Development - Presentation
    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. Relationships Building with key clients - 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

What you bring to the team
  • 5 years+ related experience in a Presales and/or Professional Services organization with focus on IT solution offerings
  • Strong knowledge of the Hitachi Vantara portfolio or a 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

Our Company

Hitachi Vantara is part of the Global Hitachi Family. We balance innovation with an open, friendly culture and the backing of a long-established parent company, known for its ethical reputation. We guide customers from what is now to what is next by unlocking the value of their data and applications to solve their digital challenges, achieving outcomes that benefit both business and society.

Our people are our biggest asset, they drive our innovation advantage, and we strive to offer a collaborative workplace where they can thrive. Diversity of thought is welcomed, and our employee base is represented by several active Employee Resource Group communities. We offer industry leading benefits packages (e.g. generous pension, private healthcare) and promote a creative and inclusive culture. If driving real change gives you a sense of pride and you are passionate about powering social good, we would love to hear from you.

Our Values

We strive to create an inclusive environment for all and are open to considering home working, compressed/flexible hours. Get in touch with us to explore how we might be able to accommodate your specific needs.

We are proud to say we are an equal opportunity employer and welcome all applicants for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. With Japanese roots going back over 100 years, our culture is founded on the values of our parent company expressed as the Hitachi Spirit:

Wa - Harmony, Trust, Respect

Makoto - Sincerity, Fairness, Honesty, Integrity

Kaitakusha-Seishin - Pioneering Spirit, Challenge

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