Hitachi Data Systems Sales Account Representative - 021243 in Amsterdam, Netherlands

Title: Sales Account Representative Location: NLD-Amsterdam

Ignite your career with Hitachi Vantara! We have a proven track record of creating the future for more than 100 years. Thousands of the most mission critical systems in the world’s largest enterprises use our solutions today. We’re going to change the way the world works and we’re going to make it a better place. Not by helping our customers and partners innovate but rather, by helping them intelligently innovate so they can deliver outcomes that truly matter for business and society.

Hitachi Vantara, a wholly owned subsidiary of Hitachi, Ltd., helps data-driven leaders find and use the value in their data to innovate intelligently and reach outcomes that matter for business and society. We combine technology, intellectual property and industry knowledge to deliver data-managing solutions that help enterprises improve their customers’ experiences, develop new revenue streams, and lower the costs of business. Only Hitachi Vantara elevates your innovation advantage by combining IT, operational technology (OT) and domain expertise. We work with organizations everywhere to drive data to meaningful outcomes.

Great careers start with innovation and here at Hitachi Vantara, our promise is to deliver insights that power smarter businesses and inspire social innovation solutions for a healthier, safer future. The key to our innovation is our people -- our culture values respect, diversity, and collaboration. Join our Hitachi family and together, let’s lead the way to extraordinary!

Job Purpose

The Enterprise Account Manager maintains and expands relationships with Systems Intergrators and strategically important large customers. With the assigned named customers, the Enterprise Account Manager is responsible for achieving sales quota and assigned strategic account objectives.

The Enterprise Account Manager represents the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company.

Responsibilities

  • Establishes productive, professional relationships with key personnel in assigned customer accounts.

  • Develop and execute both sales strategies and tactics that maximize Hitachi Vantara opportunity within the Systems Integrator and ‘end customer’ environment.

  • Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.

  • Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts

  • Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.

  • Proactively assesses, clarifies, and validates customer needs on an ongoing basis.

  • Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.

  • Ensures smooth operation of the sales process, involving appropriate project management and practice skills in the generation of accurate project definitions and solution definitions (which must be part of all sales unless specifically agreed otherwise)

  • Ensures all business and technical risks are effectively managed to ensure customer satisfaction is never compromised

  • Maintains contact with the customer throughout the delivery cycle and ensures that any developing issues are addressed

  • Develops successful sales campaigns that maximize Hitachi Vantara advantages and win rate

  • Ensures the understanding of account initiatives are well understood and that Hitachi Vantara is aware of all future business opportunities

  • Works with colleagues to build the business case for Hitachi Vantara solutions

  • Negotiates successful "win/win" agreements with the customer, maintaining acceptable Hitachi Vantara margin

Accountability and Performance Measures

  • Achieves assigned sales quota in designated strategic accounts.

  • Meets assigned expectations for profitability.

  • Achieves strategic customer objectives defined by Hitachi Vantara management.

  • Completes strategic customer account plans that meet company standards.

  • Maintains high customer satisfaction ratings that meet company standards.

  • Completes required training and development objectives within the assigned time frame.

Competencies

  • The experience in building and maintaining relationship as well as account management of Strategic Systems Integrators is crucial for this role.

  • Should be able to churn out one Success story per quarter, video testimonials from his designated account.

  • Should have a techno-commercial flavor and should be conversant with Application landscapes.

  • Forecasting Accuracy - Having the right products, in the right place, at the right time.

  • Tight Budget Controls - As a Enterprise Account Manager, you manage a significant piece of the overall expenditures the company spends to promote its brands and products. You have a responsibility to ensure that every penny spent delivers a solid return on investment and is spent in a way that builds the long term sustainability of the brand.

  • Creative Business Development - As a Enterprise Account Manager you must develop unique ways to grow the business with your customer and provide solutions to management in the face of challenges.

  • Thorough Business Planning - You must search for the uncovered category opportunity at your customer and build a plan to convince them to “win” with your products. You also must be aware of potential setbacks to the plan and develop contingencies to overcome them.

  • In-Depth Product and Industry Knowledge

  • Fact Based Selling – Case studies (Facts) are the most powerful selling tool and you must be able to leverage these case studies in a way that builds customer excitement and closes the sale.

  • Education to degree level or equivalent

  • A minimum of 1-5 years of sales experience in a business to business sales environment with a strong understanding of IoT platforms, Business Intelligence and IT Infrastructure solutions.

Interested in this role?

Extra information about Hitachi Vantara:

Do you want to make an impact in a continually evolving company?

Are you passionate about helping customers improve their businesses?

Do you want to develop your career with a Winning Team?

Then consider a career at Hitachi Vantara!