The Company
Hitachi Vantara combines 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. Hitachi Vantara elevates your innovation advantage by combining IT, operational technology (OT) and domain expertise. Come join our team and our employee-focused culture and help drive our customers’ data to meaningful customer outcomes.
Job Overview:
The SC-Enterprise/Global (SC) is a customer-focused technical sales professional who leads the Pre-Sales effort by creating opportunities and partnering with the Account Manager in building a customer centric sales value proposition. The SC provides high level technical information and design/implementation guidance to one or more customers in a dedicated manner. The SC coordinates additional resources (Technical Experts (TE), Demo labs, etc.) to recommend, develop and propose appropriate customer solution and services offerings.
The SC’s primary role is to a) establish a trust relationship with the account, b) develop a strong understanding of the customer’s issues and business, and c) formulate a strategy/solution that provides a positive impact to the customer’s business. The SC owns the technical customer relationship and manages the technical aspects of the opportunity. The SC must possess strong technical and interpersonal skills to lead technical discussions with the customer and account team, regarding the challenges in today’s market, industry trends, and the Hitachi Vantara vision.
It is through the SC’s broad knowledge base and understanding of the customer requirements that the SC applies advanced subject matter knowledge to complex business issues. The SC must translate these business needs into technical requirements, develop and present a technical vision, business case and physical solution specifically modeled for their customer. The SC must be able to manage multiple campaigns, while serving as the central point of technical contact for their customers, as well as, the Hitachi Vantara account team.
Job Responsibilities - Percent of Time Spent:
Identify Opportunities – 10% Understand customer and industry drivers and resulting business requirements Understand the major transformational factors for the customer’s industry Partner with account manager to define the business account plan Support opportunity prospecting by proactively generating leads through customer meetings, seminars and education Gather intelligence on customer business issues and strategies in order to align Hitachi Vantara technology and solutions to address the customer’s requirements. Understand Hitachi Vantara offerings/solutions that align to customer priorities Often communicate and commit to internal technology and solutions roadmaps and NDAs, to help spur conversations around innovation Qualify Opportunities – 25% Conduct assessment of client business requirements and potential opportunities and create gap analysis and transition roadmap for products, solutions and services – leverage Pre-Sales tools such as Insight Discovery Analytics (IDA) and Configuration Planning Kit (CPK) Apply knowledge of customer business requirements to the creation of a Technical Account Plan and strategy, ensuring alignment with sales plan Define customer business problem/opportunity in a technical context Refine and research technical requirements of the opportunity Understand ecosystem of solution providers and ISVs likely to positively influence customer decisions Take the lead on moving deals through the sales process by knowing how and when to engage the appropriate Hitachi Vantara and partner resources, tools and programs (such as TE, Services Team, demo labs, competitive resources, etc.) to help accelerate the sales process and reduce the time to technical close Define solution options and articulate the benefits of a Hitachi Vantara solution Understand customer consumption preferences when options exist Lead research of potential competitive offerings for the proposed solutionInteracts with:
Lead role in coordinating the personnel and resources of customers, alliances, internal resources and partnerships required to implement and advance the technical account plan
Including, but not limited to (internal and partner resources): Sales – Account Executives (AE), District Managers (DM) Pre-Sales - Technical Experts (TE), Industry CTO, Enterprise Architects (EA) Global Solution Community Leads Services Teams – Global Solution Services (GSS) Services Teams - Customer Service & Support (CS&S) Services Teams – Global Support Center (GSC) Partners – Global and Regional System Integrators (GSI and RSI) Partners – Value-Added Reseller (VAR) Including, but not limited to (customer resources):Supervisory Responsibilities:
This role has no direct reports.
Determines methods and procedures on new assignments and may coordinate activities of other personnel in Lead role. Provides mentoring and guidance to lower level employees. Acts as an expert providing direction and guidance to process improvements and establishing policies.Budget responsibilities:
None.
Primary Qualifications:
Extremely strong relationship skills and executive-level presence Strong leadership, communication, and technical skills Persuasive presentation and public speaking skills. Must be able to command an audience while articulating a meaningful message Self-motivated, self-starter and results oriented Able to work in unstructured environments and situations, and prioritize effectively with minimal supervision Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. Requires 7 - 10 years related experience. P_o_s_t_ _g_r_a_d_u_a_t_e_ _c_o_u_r_s_e_ _w_o_r_k_ _m_a_y_ _b_e_ _d_e_s_i_r_e_d_._ _We are an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
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