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Solution Consultant, Presales

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Location: Hamburg Germany
Job ID: 1013476HV
Date Posted: Jan 27, 2022
Segment: IT
Business Unit: Hitachi Vantara
Company Name: Hitachi Vantara Corporation
Profession (Job Category): DI Sales Other

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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 Solutions Consultant role leads the Hitachi Vantara Pre-Sales engagement, partnering with Account Managers and Channel Partners, acting as a technical sales professional to build customer-centric and business outcome focused value propositions. The Solutions Consultant provides opportunity-based transactional technical engagement on key deals, translating business needs into technical requirements. The Solutions Consultant can present a technical vision, business case and solution set specifically developed for the customer and builds and nurtures relationships by helping both customers and partners to optimise their investments in Hitachi Vantara solutions.

The role is responsible for the orchestration and application of technical resources to the opportunity and leads the account team in the solution design process. As such, the Solutions Consultant 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.

  • Assessment of customers business requirements to accurately qualify opportunities and lead the creation of a technical opportunity strategy
  • Understanding the ecosystem of solution providers and ISVs likely to positively influence partner and customer decisions and, alongside the Hitachi Vantara Account Manager, determining whether an opportunity shall be Hitachi Vantara or Partner-led
  • Respond to customer RFx, coordinating solution development by leveraging pre-tested solutions and designs and by researching customised solutions
  • Develop and lead Proof of Concept (PoC) work, leveraging the Center of Excellence, Technical Experts, Industry CTOs, and/or Enterprise Architects where necessary, and presenting solutions to partners/customers, including white-boarding and presentation of technical material
  • Communicate with Post-Sales teams and provide adequate documentation for clear hand-off to the Post-Sales organisations (partners and customers) where appropriate
  • 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 Technical Expert team for current complex design support
  • Pursue internal and external certifications that increase value and impact to the Solutions Consultant role
  • Build and nurture relationships with key clients and internally, network effectively and build trust and confidence among partners, customers and peers
  • Act in an increasingly consultative fashion and enhance the role as a trusted technical advisor to the customer and to our partners resources

Skills - Experience
  • Strong knowledge of broad Hitachi Vantara portfolio or comparable portfolio of other companies/competitors
  • Strong relationship building capability
  • Effective communication, persuasive presentation and public speaking skills, must be fluent in English - German
  • Self-motivated, a self-starter and results-orientated
  • Able to work in unstructured environments and situations, and prioritise effectively with minimal supervision
  • Demonstrates independent judgement within broadly defined policies and practices to determine best method for achieving objectives
  • Acts as an expert providing direction and guidance to process improvements and establishing policies
  • Whilst this role has no direct reports, as an experienced team member, will provide mentoring and guidance to other employees
  • Bachelor's Degree or appropriate equivalent
  • Post graduate course work is desired

We are an equal opportunity employer. All applicants will be considered for employment without attention to age, race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

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