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Tech Stack
Tools & technologiesCloudFlash
About the role
Key responsibilities & impact- Develop account plans to maximize the value of the accounts and to build and nurture client relationships.
- Ensure alignment to overall regional sales strategy with the ability to monitor, measure and communicate progress against stated goals.
- Manage complex sales engagements, identifying key decision makers and build effective relationships.
- Work to increase Hitachi Vantara’s share of wallet in the assigned Enterprise accounts.
- Identify leads, develop and track opportunities from identification to the close.
- Identify up-selling and cross-selling opportunities within the account and develop account plans.
- Undertake effective pipeline creation, management and forecasting for the assigned accounts, and own updates on progress to leadership.
- Ensure a consistent One Hitachi approach for the customer by regular account team communication and alignment to one account plan.
- Utilize business needs identification and Solution Selling.
- Understand business priorities and the reliance on technology to achieve desired results.
- Understand the client strategy, political/competitive landscape and budget priorities.
- Use solutions selling to identify opportunities that add value to our customers by helping them save money, make money or manage risk.
- Reference sell based on library of business outcomes.
- Carry out account research with a focus to farm the install base as well as analyze accounts to find key decision makers and influencers for our solution portfolio.
- Drive new revenues through incremental sales & net new customers.
- Maintain and expand prospect database within assigned accounts.
- Partner with the channel and specialist sales teams to create new sales opportunities.
Requirements
What you’ll need- Current residency in the Los Angeles area required.
- Experience selling complex data center solutions to enterprise companies.
- Sales expertise in Flash/Hybrid Storage, Cloud Storage, IT Ops Management, Object Storage, Content Intelligence, and Services.
- A minimum of 6 years of outside sales experience specializing in complex technology sales to enterprise customers.
- A proven track record of sourcing new leads and leveraging social networking to gain access to decision-makers/influencers necessary to close business.
- Domain knowledge of large enterprise IT environments is critical.
- Relationship and sell with experiences with top VARs and Integrators.
- Must demonstrate a consistent track record of achieving annual quota targets while providing specific details on key customer wins.
- Excellent time/organizational management, deal management and problem solving skills.
- Knows how to conduct customer research and develop meaningful account plans.
- Effective written, phone and presentation skills.
- Possesses a competitive attitude, strong work ethic and thrives in a fast pace, high growth and matrixed organizational environment.
- Must be a proficient user of SalesForce and other MS Office tools.
- Having a BA/BS degree or equivalent is desirable.
Benefits
Comp & perks- 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.
- We’re always looking for new ways of working that bring out our best, which leads to unexpected ideas.
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
complex data center solutionsFlash StorageHybrid StorageCloud StorageIT Ops ManagementObject StorageContent Intelligencesales expertiseaccount planningpipeline management
Soft Skills
relationship buildingorganizational managementdeal managementproblem solvingeffective communicationpresentation skillscompetitive attitudestrong work ethictime managementability to thrive in fast-paced environments
Certifications
BA/BS degree