Commercial Account Manager
vor 1 Monat
Location: Melbourne, Australia
Job ID: 1029870HV
Date Posted: Aug 15, 2024
Segment: Digital System & Service
Business Unit: Hitachi Services & Platforms
Company Name: Hitachi Vantara Corporation
Profession (Job Category): Sales, Marketing & Product Management
Job Type (Experience Level): Experienced
Job Schedule: Full-time
Our Company
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.
The role involves selling outcome-driven Infrastructure, Data, and Application Modernisation solutions to customers.
This is achieved by building strong relationships with key stakeholders to understand their business drivers and selling Hitachi Vantara solutions.
The Commercial Account Manager (CAM) must understand Hitachi Vantara's portfolio of products, services, and solutions to uniquely solve a customer's needs and become a long-term trusted solutions partner.
Responsibilities
Execute sales strategies/activities including developing new opportunities through to the entire sales cycle till opportunity closure in mid to large-sized commercial accounts.
Understand customer business needs and develop and sell Hitachi Vantara products, services & solutions through strong account management activities in Focus accounts & via Inside Sales & Partner Sales teams.
Coordinate with Field Marketing to develop and execute regional events to generate demand, new leads, deal qualification, and selling to new customers.
Weekly sales forecast & cadence.
Develop & execute territory sales plan, focus account plans, and opportunity close plans.
Build and strengthen the business relationship with current accounts and new customers.
Responsible for achieving sales goals for assigned Commercial Territory.
Own the relationship with key stakeholders and decision-makers in Focus Accounts and work collaboratively with Hitachi Vantara's sales support teams to develop & execute account strategies.
Develop & execute sales strategy for the territory to meet and exceed sales quota.
Provide tailored Hitachi Vantara solutions that resonate with customers and solve their unique business opportunities.
Balance short-term and long-term growth for all opportunities to achieve and exceed targets.
Create strong internal and external partner and alliance relationships.
Keep current with competitive advantage and industry trends to effectively support customers' requirements.
Regularly update and maintain all account information and activity in the CRM tool.
Support the broader Hitachi team as required.
Performance Measures
Achieves sales quota and profitability targets.
Forecast accuracy, predictability, and linearity.
Achieves strategic customer objectives defined by Hitachi Vantara's management.
Profile
B Tech or Business Management or similar degree qualification preferred.
Minimum 8 to 12 years of strategic sales experience in an IT company selling Data Life Cycle Management Solutions.
Proven track record in achieving annual quotas exceeding US$3M.
Assertive self-starter with the ability to manage work in a dynamic environment.
Strong technical and business acumen.
Demonstrated experience in providing valuable perspective or insights to customers.
Experience selling through partners and alliances.
Strong executive presence and relationship-building skills.
Demonstrated influencing and negotiation skills.
Strong communication and presentation skills.
Competencies
Ability to function independently with minimal supervision.
Effective communication and presentation skills.
Strong time management and negotiation skills.
Effective relationship-building skills.
Strong collaborative, leadership, and sales skills.
We are an equal opportunity employer.
All applicants will be considered for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
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.
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