Commercial Territory Account Manager - Spark Location: Wellington, New Zealand
Job ID: 1030974HV
Date Posted: Nov 21, 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, 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.
The role involves selling outcome-driven Hitachi Vantara powered Spark cloud to customers. This is achieved by building strong relationships within Spark's leadership, sales and technical teams and customer's key stakeholders to understand their business drivers and sell Hitachi Vantara powered Spark Cloud solutions. This Commercial Account Manager (CAM) must understand Hitachi Vantara's and Spark's portfolio of products, services and solutions to uniquely solve a customer's needs and become a long-term trusted solutions partner.
Responsibilities
Accountable to execute as a service or cloud services sales strategies/activities including developing new opportunities and managing the entire sales cycle till opportunity closure in mid to large sized accounts.
Understand customer business needs and develop and sell Hitachi Vantara powered Spark cloud services through strong account management activities.
Coordinate with Field Marketing to develop and execute regional events to generate demand and new leads.
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.
Owns the relationship with key stakeholders and decision makers in Focus Accounts.
Develop & execute sales strategy for the territory to meet and exceed sales quota.
Maintains the relationship through the entire selling and delivery cycle.
Creates strong internal and external partner and alliance relationships.
Regularly updates and maintains all account information and activity in CRM tool.
Supports the broader Hitachi team where required.
Act as the subject matter expert for Hitachi Vantara powered Spark cloud.
Maintain and increase utilization of Hitachi Vantara solutions and services.
Performance Measures
Achieves sales quota and profitability targets.
Forecast accuracy, predictability and linearity.
Achieves strategic customer objectives defined by Hitachi Vantara's management.
Completes required and assigned training and development objectives.
Profile
B Tech or Business Management or similar degree qualification preferred.
Minimum 8 to 12 years of strategic as a services sales or cloud services sales experience.
Proven track record in achieving annual quotas exceeding US$3M.
Assertive self-starter with the ability to manage work in a dynamic and competitive environment.
Strong technical and business acumen.
Demonstrated experience in providing valuable perspective or insights to customers.
Strong executive presence including strong relationship building and interpersonal communications.
Demonstrated ability to positively collaborate and engage with a broader team.
Operates with the highest integrity and effectively role models and upholds our Company Values.
Competencies
Must be able to function independently with minimal supervision.
Proven ability to translate customer business and operational requirements.
Effective communication and presentation skills.
Strong time management and negotiations skills.
Equal Opportunity Employer
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.
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