Job Description
Current residency in Sydney and experience selling complex data center solutions required
Our Company
We're Hitachi Vantara, the data foundation trusted by the world's innovators. Our resilient, high-performance data infrastructure means that customers – from banks to theme parks – can focus on achieving the incredible with data.
If you've seen the Las Vegas Sphere, you've seen just one example of how we empower businesses to automate, optimize, innovate – and wow their customers. Right now, we're laying the foundation for our next wave of growth. We're looking for people who love being part of a diverse, global team – and who get excited about making a real-world impact with data.
The Role
The role of the Account Executive Acquisition - MSP and Telco is to create business growth for Hitachi Vantara. This is achieved by building strong relationships with prospects and customer's key stakeholders to understand their business drivers and sell Hitachi Vantara solutions. The AE 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. The AE may sell direct or indirect to customers and as such may utilize a variety of go to market partners to be successful.
Responsibilities:
As an Account Executive you will be required to acquire new accounts for Hitachi Vantara within the Managed Service Provider and Telecommunications vertical. You will own the relationship with the prospect and customer and be responsible for understanding the key stakeholders and decision makers. Working collaboratively with Hitachi Vantara's sales support teams to implement impactful sales and account planning strategies to accelerate sales growth and build the best possible solution for the customer.
Successful sales strategies may include:
Understanding the prospect and customer's key business drivers, current micro and macro-economic trends, industry trends and strategy. Understanding how they compete in their marketplace and industry. Provides unique and sophisticated perspectives for these trusted relationships. Identifies new perspectives and ideas on how Hitachi Vantara can help a customer maintain or grow their business or competitive advantage. Creates customer insights that Hitachi Vantara's capabilities and solutions can provide to the customers and its key stakeholders.
Provides a Hitachi Vantara tailored solution(s) that resonates with a customer and solves their unique business opportunity. Maintains the relationship through the entire selling and delivery cycle to ensure that all objectives are met, manages a positive customer sales experience and develops future opportunities within these customers.
Balancing between short term and long term growth for all opportunities to achieve and exceed targets and expand market share. Proactively identifies and pursues new accounts and/or new opportunities within your given accounts to drive Hitachi Vantara's business growth.
Creates strong internal and external partner and alliance relationships to be recognized as a leading partner in local market or territory. Remains current with Hitachi Vantara's product, service and solution portfolio by attending internal trainings, seminars, websites to effectively provide the entire solution. Keeps current with competitive advantage and industry trends to effectively support customers' requirements.
Accurately and regularly forecasts sales pipeline for effective support of the business strategy. Ensures that any gaps between current position and goal are proactively and regularly assessed and strategies and tactics are developed to address gaps.
Regularly updates and maintains all account information and activity in CRM tool. Ensures all territory, account and opportunity plans and strategies are documented and up to date in the relevant account planning tool.
Supports the broader Hitachi team where required, including providing relevant information for customer success stories and supporting channel and marketing initiatives and events as required.
Performance Measures
Achieves sales quota and profitability targets
Forecast accuracy
Achieves strategic customer objectives defined by Hitachi Vantara's management.
Completes required and assigned training and development objectives within the assigned time frames.
Qualifications
Business or similar degree qualification preferred.• 5-7 years of strategic sales experience in a business to business sales environment selling to MSP and or Telco customers
5-10 years' experience selling in Storage or Data Center technologies in Australia.
Proven track record in achieving annual quotas exceeding $4M.
Assertive self-starter with the ability or manage work in a dynamic and competitive environment to drive demand for Hitachi Vantara systems
Strong business technical and business acumen to understand the customer's business objectives and sell to a broad set of customer stakeholders.
Demonstrated experience in providing valuable perspective or insights to customers by staying relevant and current with micro and macro-economic and industry trends.
Experience selling through or with partners and alliances to win in the marketplace.
Strong executive presence including strong relationship building and interpersonal communications.
Demonstrates strong decision-making skills to coordinate activities with partnerships and networks for successful sales.
Strong Influential and negotiation skills in complex and multi-level sales environment.
Ability to positively collaborate and engage with a broader team to achieve successful results.
A strong and confident communicator and presenter, comfortable operating and presenting at all levels within the customer including senior management or CXO level.
Experience to work and coordinate with a virtual team of experts on products, services, solutions and management to build account strategies and plans.
Operates with the highest integrity and effectively role models and upholds our Company Values, the Hitachi Spirit.
#LI-TO1
Championing diversity, equity, and inclusion
Diversity, equity, and inclusion (DEI) are integral to our culture and identity. Diverse thinking, a commitment to allyship, and a culture of empowerment help us achieve powerful results. We want you to be you, with all the ideas, lived experience, and fresh perspective that brings. We support your uniqueness and encourage people from all backgrounds to apply and realize their full potential as part of our team.
How we look after you
We help take care of your today and tomorrow with industry-leading benefits, support, and services that look after your holistic health and wellbeing. We're also champions of life balance and offer flexible arrangements that work for you (role and location dependent). We're always looking for new ways of working that bring out our best, which leads to unexpected ideas. So here, you'll experience a sense of belonging, and discover autonomy, freedom, and ownership as you work alongside talented people you enjoy sharing knowledge with.
We're proud to say we're an equal opportunity employer and welcome all applicants for employment without attention to race, colour, religion, sex, ****** orientation, gender identity, national origin, veteran, age, disability status or any other protected characteristic. Should you need reasonable accommodations during the recruitment process, please let us know so that we can do our best to set you up for success.
Our Company
We're Hitachi Vantara, the data foundation trusted by the world's innovators. Our resilient, high-performance data infrastructure means that customers – from banks to theme parks – can focus on achieving the incredible with data.
If you've seen the Las Vegas Sphere, you've seen just one example of how we empower businesses to automate, optimize, innovate – and wow their customers. Right now, we're laying the foundation for our next wave of growth. We're looking for people who love being part of a diverse, global team – and who get excited about making a real-world impact with data.
The Role
The role of the Account Executive Acquisition - MSP and Telco is to create business growth for Hitachi Vantara. This is achieved by building strong relationships with prospects and customer's key stakeholders to understand their business drivers and sell Hitachi Vantara solutions. The AE 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. The AE may sell direct or indirect to customers and as such may utilize a variety of go to market partners to be successful.
Responsibilities:
As an Account Executive you will be required to acquire new accounts for Hitachi Vantara within the Managed Service Provider and Telecommunications vertical. You will own the relationship with the prospect and customer and be responsible for understanding the key stakeholders and decision makers. Working collaboratively with Hitachi Vantara's sales support teams to implement impactful sales and account planning strategies to accelerate sales growth and build the best possible solution for the customer.
Successful sales strategies may include:
Understanding the prospect and customer's key business drivers, current micro and macro-economic trends, industry trends and strategy. Understanding how they compete in their marketplace and industry. Provides unique and sophisticated perspectives for these trusted relationships. Identifies new perspectives and ideas on how Hitachi Vantara can help a customer maintain or grow their business or competitive advantage. Creates customer insights that Hitachi Vantara's capabilities and solutions can provide to the customers and its key stakeholders.
Provides a Hitachi Vantara tailored solution(s) that resonates with a customer and solves their unique business opportunity. Maintains the relationship through the entire selling and delivery cycle to ensure that all objectives are met, manages a positive customer sales experience and develops future opportunities within these customers.
Balancing between short term and long term growth for all opportunities to achieve and exceed targets and expand market share. Proactively identifies and pursues new accounts and/or new opportunities within your given accounts to drive Hitachi Vantara's business growth.
Creates strong internal and external partner and alliance relationships to be recognized as a leading partner in local market or territory. Remains current with Hitachi Vantara's product, service and solution portfolio by attending internal trainings, seminars, websites to effectively provide the entire solution. Keeps current with competitive advantage and industry trends to effectively support customers' requirements.
Accurately and regularly forecasts sales pipeline for effective support of the business strategy. Ensures that any gaps between current position and goal are proactively and regularly assessed and strategies and tactics are developed to address gaps.
Regularly updates and maintains all account information and activity in CRM tool. Ensures all territory, account and opportunity plans and strategies are documented and up to date in the relevant account planning tool.
Supports the broader Hitachi team where required, including providing relevant information for customer success stories and supporting channel and marketing initiatives and events as required.
Performance Measures
Achieves sales quota and profitability targets
Forecast accuracy
Achieves strategic customer objectives defined by Hitachi Vantara's management.
Completes required and assigned training and development objectives within the assigned time frames.
Qualifications
Business or similar degree qualification preferred.• 5-7 years of strategic sales experience in a business to business sales environment selling to MSP and or Telco customers
5-10 years' experience selling in Storage or Data Center technologies in Australia.
Proven track record in achieving annual quotas exceeding $4M.
Assertive self-starter with the ability or manage work in a dynamic and competitive environment to drive demand for Hitachi Vantara systems
Strong business technical and business acumen to understand the customer's business objectives and sell to a broad set of customer stakeholders.
Demonstrated experience in providing valuable perspective or insights to customers by staying relevant and current with micro and macro-economic and industry trends.
Experience selling through or with partners and alliances to win in the marketplace.
Strong executive presence including strong relationship building and interpersonal communications.
Demonstrates strong decision-making skills to coordinate activities with partnerships and networks for successful sales.
Strong Influential and negotiation skills in complex and multi-level sales environment.
Ability to positively collaborate and engage with a broader team to achieve successful results.
A strong and confident communicator and presenter, comfortable operating and presenting at all levels within the customer including senior management or CXO level.
Experience to work and coordinate with a virtual team of experts on products, services, solutions and management to build account strategies and plans.
Operates with the highest integrity and effectively role models and upholds our Company Values, the Hitachi Spirit.
#LI-TO1
Championing diversity, equity, and inclusion
Diversity, equity, and inclusion (DEI) are integral to our culture and identity. Diverse thinking, a commitment to allyship, and a culture of empowerment help us achieve powerful results. We want you to be you, with all the ideas, lived experience, and fresh perspective that brings. We support your uniqueness and encourage people from all backgrounds to apply and realize their full potential as part of our team.
How we look after you
We help take care of your today and tomorrow with industry-leading benefits, support, and services that look after your holistic health and wellbeing. We're also champions of life balance and offer flexible arrangements that work for you (role and location dependent). We're always looking for new ways of working that bring out our best, which leads to unexpected ideas. So here, you'll experience a sense of belonging, and discover autonomy, freedom, and ownership as you work alongside talented people you enjoy sharing knowledge with.
We're proud to say we're an equal opportunity employer and welcome all applicants for employment without attention to race, colour, religion, sex, ****** orientation, gender identity, national origin, veteran, age, disability status or any other protected characteristic. Should you need reasonable accommodations during the recruitment process, please let us know so that we can do our best to set you up for success.
💡 Quick Summary
Seeking a career-building opportunity? The Account Executive Acquisition - MSP and Telco position is now open for candidates interested in the Accountant Jobs sector. This role in Sydney offers a professional environment and growth potential.
Requirement Snapshot: Candidates should possess basic communication skills, a proactive attitude, and the ability to work in a team. Experience in Accountant Jobs is a plus.
