Global Solution Sales Manager – Distribution Automation
Hitachi
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇦🇪 United Arab Emirates
Visit company websiteJob Level
Mid-LevelSenior
About the role
- Develop and implement a comprehensive global go-to-market strategy for Distribution Automation solutions, including market segmentation, target setting, and value proposition definition.
- Regularly refine the strategy based on market trends and corporate objectives.
- Identify and pursue new business opportunities across regions and market segments.
- Build a robust global sales pipeline by working closely with regional sales managers on lead generation initiatives, strategic account targeting, and by establishing relationships with potential clients at the executive level.
- Take ownership of global DA solution sales targets (orders, revenues, margins).
- Monitor performance against targets and drive corrective actions with regional teams to ensure achievement of financial goals.
- Prepare consolidated sales forecasts and reports for executive leadership.
- Build and maintain strong relationships with critical customers (utilities, industrials) and strategic partners (system integrators, distributors) on a global scale.
- Act as executive sponsor for select global accounts, ensuring consistent engagement and satisfaction across different geographies.
- Promote a consultative sales approach – engage customers to deeply understand their operational challenges and objectives.
- Propose value-driven, customized DA solutions that may combine products, software, and services.
- Collaborate with product management and engineering to tailor offerings to specific client requirements, and ensure proposed solutions are competitive and feasible.
- Provide direction, coaching, and support to regional and local sales teams worldwide.
- Ensure regional teams are aligned with global strategy and have the knowledge and tools to execute.
- Orchestrate regional efforts for large or cross-border deals, facilitating resource sharing and best-practice exchange.
- Conduct regular pipeline reviews and strategy sessions with regional sales leaders.
- Leverage the Distribution Automation CoE in Europe for pre-sales technical support, solution development, and innovation.
- Coordinate CoE expert involvement in key pursuits to ensure optimal solution design and value demonstration to clients.
- Feed customer and market feedback to the CoE to drive continuous improvement of offerings.
- Work closely with other functions – Marketing, to drive global campaigns and ensure messaging consistency; Product Management/R&D, to align on product roadmap and influence development priorities with market insights; Project Delivery/Supply Chain, to ensure capability to deliver what is being sold.
- Act as the bridge between the sales organization and these teams to enable smooth execution of orders.
- In collaboration with channel management teams, define and execute a global channel strategy specific to Distribution Automation solutions.
- Identify, onboard, and nurture key channel partners (such as panel builders, VARs, engineering firms) in coordination with regions.
- Set performance expectations for partners and drive joint business development activities to expand market coverage.
- Continuously monitor industry trends, competitor offerings, and regional market dynamics.
- Provide market intelligence to internal stakeholders – e.g. emerging needs for grid automation in smart cities or new competitor solutions – and adjust sales tactics accordingly.
- Collaborate with finance and product teams on global pricing strategies and deal approval guidelines to balance competitiveness with profitability.
- Provide leadership and mentorship to any direct or virtual team members (e.g., global solution sales specialists).
Requirements
- Bachelor’s degree in electrical engineering, Power Systems, or related field.
- MBA or equivalent business education is a plus.
- Minimum 5-7 years in technical B2B sales or business development, with 5+ years in a leadership role driving global or multi-region sales.
- Prior experience in power systems, grid automation, or industrial automation solution sales is highly desirable.
- Proven track record of achieving sales targets and managing major accounts or global initiatives.
- Strong understanding of Distribution Automation technologies (e.g. feeder automation, SCADA/DMS, protection relays, RTUs, communication networks) and the needs of electric utility distribution networks.
- Familiarity with smart grid concepts, OT/IT convergence, and digital substation solutions.
- Ability to quickly learn and explain complex technical solutions at high level.
- Proficiency in both spoken & written English language is required. Arabic is plus.
Benefits
- Professional development opportunities
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
B2B salesbusiness developmentsales forecastingsales reportingDistribution Automation technologiesgrid automationindustrial automationsmart grid conceptsOT/IT convergencedigital substation solutions
Soft skills
leadershipmentorshiprelationship buildingconsultative salesstrategic thinkingcommunicationcollaborationcoachingproblem-solvingadaptability
Certifications
Bachelor’s degree in electrical engineeringMBA or equivalent business education