Territory Account Manager NSW

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 involves selling outcome driven Infrastructure, Data and Application Modernisation solutions to customers. This is achieved by building strong relationships with customer's key stakeholders to understand their business drivers and selling Hitachi Vantara solutions. The Territory Account Manager (TAM) must understand Hitachi Vantara\'s portfolio of products, services and commercial solutions to uniquely solve a customer's needs and become a long-term trusted solutions partner by primarily engaging directly with customers or leveraging indirect sales engagement via Hitachi Vantara channel partners. We are seeking an experienced, high-energy sales professional with a proven track record of over-achieving quota, acquiring new accounts, driving revenue, closing deals, and creating a significant pipeline of business within a short period of time. This is achieved by managing existing accounts/clients by up-sell & cross-sell, developing & acquiring new customers while functioning as the Virtual Sales Manager in his/her sales territory team.

Responsibilities

1. Accountable to execute sales strategies/activities including developing new opportunities through to the entire sales cycle till opportunity closure in mid to large sized accounts.
2. Understand customer business needs and develop and sell Hitachi Vantara products, services & commercial solutions through strong account management activities in Focus accounts & via Inside Sales & Partner Sales teams within the territory in collaboration with technical presales, professional service and support resources.
3. Coordinate with Field Marketing to develop and execute regional events to generate demand, new leads, deal qualification and selling to new customers via partner and inside sales.
4. Weekly sales forecast & cadence.
5. Develop & execute territory sales plan, focus account plans and opportunity close plans.
6. Build and strengthen the business relationship with current accounts and new customers.
7. Responsible for achieving sales goals for assigned Sales Territory.
8. Owns the relationship with key stakeholders and decision makers in Focus Accounts in the territory and is responsible for understanding customer's key stakeholders and decision makers. Works collaboratively with Hitachi Vantara's sales support teams to develop & execute account strategies to increase share of wallet in focus accounts by cross-sell & up-sell while working with Inside Sales, Partner Sales to drive sales in territory accounts.
9. Develop & execute sales strategy for the territory to meet and exceed sales quota. Strategies may include: TAM ownership of Focus Accounts for high-touch engagement; alignment of remaining focus accounts with partner/SI sales reps; and territory coverage planning with ISR and partner management to support broader territory opportunities.
10. Provides 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 objectives are met and future opportunities are developed.
11. 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 existing accounts.
12. 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.
13. Keeps current with competitive advantage and industry trends to effectively support customers' requirements.
14. Accurately and regularly forecasts sales pipeline and maintains gaps between current position and goals with proactive strategies.
15. Regularly updates and maintains all account information and activity in CRM. Documents and updates territory, account and opportunity plans and strategies.
16. Supports the broader Hitachi team, including providing information for customer success stories and supporting channel and marketing initiatives.

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 within the assigned time frames

Profile

• B Tech or Business Management or similar degree qualification preferred.
• Minimum 8 to 12 years of strategic sales experience in an IT company selling Data Life Cycle Management Solutions that involves IT Infrastructure, Storage & Software/Services solutions to the customer's data centre in complex business environments.
• 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 to drive demand for Hitachi Vantara systems.
• Has strong 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.
• Demonstrated influencing and negotiation skills in complex and multi-level sales environment.
• Demonstrated 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.

Competencies

• Must be able to function independently with minimal supervision and with strong collaboration skills (inside and outside Hitachi Vantara)
• Effective communication and presentation skills
• Strong time management and negotiations skills
• Effective relationship building skills (early-stage executive level)
• Strong collaborative, leadership and sales skills
• Always 'hungry' for knowledge, knowing all about your business, Partners, solutions and services
• Ability to translate technology into operational and business impact
• Ability to influence
• 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.

Great careers start with innovation and here at Hitachi Vantara, our promise is to deliver insights that power smarter businesses and inspire social innovation solutions for a healthier, safer future. The key to our innovation is our people -- our culture values respect, diversity, and collaboration. Join our Hitachi family and together, let us lead the way to extraordinary

About us We're a global team of innovators. Together, we harness engineering excellence and passion for insight to co-create meaningful solutions to complex challenges. We turn organizations into data-driven leaders that can a make positive impact on their industries and society. If you believe that innovation can inspire the future, this is the place to fulfil your purpose and achieve your potential. #LI-GL1

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, sexual 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.