Job ID: R0005619
Date Posted: Dec 30, 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
Business Development / Enterprise Sales Executive
Company: Hitachi, Ltd.
Division: Global Social Innovation Business (SIB)
Status: Regular, Full-Time
Social Innovation 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 era. Designing and building the first US driverless rail transit system, factory and humanoid robots, the ultimate electron microscope to develop advanced materials or the ultra-small RFID to support global research on bees—it's all in a day’s work for Hitachi engineers. The SIB is strategically aligned to Hitachi’s priorities and passionately focused on positioning a distinctive Hitachi brand in the marketplace while driving long-term revenue growth for the SIB business.
Our Enterprise Sales Executive is a market facing role, focused on leveraging a deep understanding of the Electrification of the Transportation system (EV Value Chain including eMobility, OEM, Battery, Chargers, Fleet Manager in a Commercial or Public Sector), Sustainability (Decarbonization, Alternative Energy, Data Center operations, building management systems, carbon credits, recycling, and asset lifecycle management), and Energy / Grid Management (Digital Optimization related to environmental impacts including power generation, transmission, distribution, RTO / ISO Markets, DER [PV Solar, Wind, Biomass, thermal] or BESS). The Enterprise Sales Executive should have extensive industry connections and the ability 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 and business connections with business strategy and product development, to scope, develop and deliver innovative solutions providing business value.
The Enterprise Sales Executive may also participate in conferences, shows and exhibitions to develop business contacts and expand brand equity for Hitachi and the Social Innovation Business.
The ideal candidate will have strong industry and customer relationships, familiarity with a variety of industry problems and business solutions, and the ability to present sophisticated technologies and related business value propositions to an executive (CXO) audience.
Our team is engaged in delivering solutions for Hitachi’s Social Innovation Business across the Electrification of the Transportation system (EV Value Chain), Sustainability (Decarbonization, Alternative Energy), and Digital Optimization related to environmental impacts.
Our global Social Innovation Business team is looking for a business development leader with 20+ years of experience to 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.
Utilize an extensive knowledge of industry operations, business management, in the targeted verticals and the digital and IoT market landscape to identify large-scale, business-impacting challenges which can be addressed by Hitachi digital solutions
Run workshops and 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
Skills and Qualifications
Bachelor's degree in Business, Finance, Marketing or a technical field with related experience. An advanced degree (MBA or equivalent) preferred.
20+ years of experience in enterprise and industrial sales, with 10+ years selling Enterprise solutions to the fortune 500 + companies
Extensive experience working towards in the identified verticals: Electrification of the Transportation system (EV Value Chain including eMobility, OEM, Battery, Chargers, Fleet Manager in a Commercial or Public Sector), Sustainability (Decarbonization, Alternative Energy, Data Center operations, building management systems, carbon credits, recycling, and asset lifecycle management), and Energy / Grid Management (Digital Optimization related to environmental impacts including power generation, transmission, distribution, RTO / ISO Markets, DER [PV Solar, Wind, Biomass, thermal] or BESS).
Demonstrated achievement of multimillion-dollar quotas with large enterprise customers
Extensive experience managing large complex sales cycles and driving a net new pipeline (prospecting is an essential requirement)
Demonstrated experience with MSA’s, creating complex SOW’s, etc.
Experience with Salesforce.com (minimum of 3 years required)
Experience working in incubation, co-creation, partner collaboration, venture capital and/or equity firm environment
Experience with customers and partners from start-up to large multi-national, Fortune 1000
A large and diverse business network, including extensive relationships with c-Suite contacts in America’s Fortune 1000
Business development skills with experience building vision, 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
Able to build ROI model and sell Value
Ability to evaluate and communicate the technical and business tradeoffs of various solution architectures to an executive client audience, large groups, and at conferences
Regular and expeditious travel throughout the year to meet client needs and timetables
Equal Opportunity Employer (EOE)-Females/Minorities/Protected Veterans/Individuals with Disabilities
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