Hitachi Data Systems Business Consultant - 019801 in Amsterdam, Netherlands

Title: Business Consultant Location: NLD-Amsterdam

Role Title: Business Consultant

Reporting to: PreSales Manager

Direct Reports: none

Location: Amsterdam, the Netherlands

Who Do We Want?

We are looking for an experienced professional to join our Pre-Sales Consultancy team in Amsterdam, the Netherlands. This person will act as a business consultant and trusted advisor to our customers, translating business requirements into solution requirements and driving the overall delivery of the of HDS Solutions.

Job purpose:

  • Provide sales support with services and solution selling to the Account Mangers in larger Hitachi prospects, partners and customers in support of Hitachi sales objectives.

  • Play an active role using consultative selling and multilevel selling techniques within the account team(s). Understand the customers’ business challenges and map Hitachi solutions that bring benefit to these challenges. Engage in RFP and RFI responses, owning the conceptual content of the proposals.

  • Ensure that the Hitachi strategy and vision is communicated to customers and partners, contributing as a speaker at trade shows and customer events.

Responsibilities:

  • Be an evangelist for the “solutions sales” approach. Work with account teams to enhance their approach to maximise deal size and services opportunities

  • Understand the customer and prospect’s business environment and strategy

  • Develop and maintain the vertical plan covering vertical trends, challenges and opportunity’s

  • Develop and maintain the vertical Eco system consisting of vertical Advisory Partners

  • Work with account teams and the customer to build a business case to help the customer justify an investment in Hitachi services and solutions

  • Understand and define the range and extent of solutions that could be provided to a customer

  • Developing an understanding of the customer’s business and information systems environment, identify and qualify additional sources of revenue for Hitachi solutions and applying this acquired knowledge to similar customers

  • Coordinate expertise and assistance as required to resolve complex Solutions issues.

  • Work with pre-sales to build proposals for Hitachi services and solutions.

  • Support the Account Managers in qualifying new sales opportunities and preparing Hitachi proposals.

  • Assist in preparation of Hitachi proposals from a business outcome perspective, having the formal responsibility for the conceptual content of the proposals

  • Assure a proper handover of sold solutions to the delivery teams, by communicating what has been negotiated with the customer and partner during the sales cycle.

  • Give formal presentations to customers and prospects.

  • Maintain a high level of awareness of latest technical advances within all areas covered by Hitachi. Be proficient with the available Sales Tools.

  • Comply with all published Hitachi policies and guidelines.

  • Ensure Hitachi quality standards are met by maintaining a high standard of professionalism at all times and ensuring high customer satisfaction

Required Qualifications, Experience & Skills

  • Strong vertical market knowledge from an business challenges point of view.

  • Strong analytical skills to translate business challenges to opportunity’s for Hitachi Data Systems.

  • Good understanding of topics like Big Data and Big Analytics.

  • Language skills: fluent written and spoken Dutch & English.

  • A degree or equivalent formal education

  • A minimum of 8 years’ IT experience, with at least 3 years spent selling and managing medium to high value IT solutions.

  • Previously worked for a technology vendor, Software or Systems Integration company or an IT Consultancy

  • Proven ability to lead and co-ordinate multi-skilled sales teams, including customer, 3rd party, and Hitachi Data Systems people

  • Experience with consultative and multi-level selling

  • Practical ‘hands on’ experience of IT projects, knowledge of the techniques, sensitivities and issues that arise

  • Knowledge of IT development process and IT technologies

  • Ability to develop well-structured presentations with informative and well-presented information appropriate for the desired audience

  • Understanding of principles of finance and accounting

  • Knowledge of the territory enterprise market