Enterprise Account Manager, Public Sector

vor 4 Wochen

Munich, Bayern, Deutschland Hitachi Careers Vollzeit
We're Hitachi Vantara, a global infrastructure business. Our people are the force of meaningful progress. We enable the incredible with data - from taking theme park fans on magical rides, conserving natural resources, protecting rainforests to saving lives. We empower businesses to automate, optimize and advance innovation. Together, we create a sustainable future for all.

Imagine the sheer breadth of talent it takes to inspire he future. We don't expect you to 'fit' every requirement - your life experience, character, perspective, and passion for achieving great things in the world are equally important to us.

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'll be doing

We are currently looking for an Enterprise Account Manager who will be responsible for the orchestration of sales activities in an assigned number of Public Enterprise Accounts within our Core and Emerging line of business to penetrate new prospects or to grow the footprint in existing accounts. The sales activities will be performed in collaboration with other specialist sales teams, technical resources, partners/GSI's and with the allocation of resources from functional teams such as Delivery, Operations etc.
The successful candidate will:
  • Develop account plans to maximize the value of the accounts and to build and nurture client relationships.
  • Will ensure alignment to Global and Regional strategy and have the ability to monitor, measure and communicate progress against stated goals
  • Ensure alignment to overall regional sales strategy with the ability to monitor, measure and communicate progress against stated goals.
  • Manage complex sales engagements Identifying key decision makers and build effective relationships.
  • Work to increase Hitachi Vantara's share of wallet in the assigned Enterprise accounts
  • Will identify leads, develop and track opportunities from identification to the close. Will identify up-selling and cross-selling opportunities within the account and develop account plans.
  • Undertake effective pipeline creation, management and forecasting for the assigned accounts, and own updates on progress to leadership
Responsibilities
  • Ensure a consistent Hitachi approach for the customer by regular account team communication and alignment to one account plan
  • Understand business priorities and the reliance on technology to achieve desired results
  • Understand the client strategy, political/competitive landscape and budget priorities
  • Carry out account research with a focus to open acquisition accounts as well as analyse accounts to find key decision makers and influencers for our solution portfolio
  • Drive new revenues through incremental sales & net new customers
  • Maintain and expand prospect database within assigned accounts
  • Partner with the channel and specialist sales teams to create new sales opportunities
  • Understand the client strategy, political/ competitive landscape and budget priorities to be able to build an engagement and strategy plan which maximizes Hitachi opportunity for success.
  • Collaborate with internal team capable of building compelling business case.
  • Manage opportunity development by mapping our technology to our customers business challenges and lead the sales of specific products or solutions
  • Accurately develop and manage sales pipeline and forecast in order to meet sales targets as well as report on sales progress in SFDC with the right metrics
  • Perform loss analysis on lost opportunities with rectification plans where necessary
What you bring to the team
  • 10+ years of work experience in a direct sales function with progressive responsibility in business development, strategic partnerships, alliances or solution sales
  • Demonstrable performance track record within Sales with strong closing skills both tactical and strategic opportunities
  • Experience selling Data Management / Cloud / Software Solutions to Acquisition Enterprise customers
  • Bachelor or Master degree education, Business or Technical
  • Sell independently and as part of a larger customer account team
  • Able to create new opportunities leveraging solution selling methodology
  • Ability to reference sell based on library of business outcome focused references
  • Experience in applying solution-selling methodologies to maximize revenue growth.
  • Market insight and understand the unique needs of our customers business to map solutions to their challenges
  • Superior presentation/communication skills - fluent in German & English: purposeful structure, crisp content, actionable delivery both in one to one situations and presenting to larger audience
  • Maintains good rapport and demonstrates leadership and teamwork in cross-functional teams
  • Ability to work seamlessly in a direct and virtual matrixed managed environment
  • Revenue driven and sales process competent
  • Customer focused and savvy business hunter mentality
  • Excellent communication, interpersonal, presentation, and demonstrated analytical skills
  • Solutions-focused: curious, positive, collaborative, issues into possibilities
  • Ability to travel across Germany is required

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