Territory Account Manager NSW

Overview

Location: Sydney

Function: HV APAC Sales

Requisition ID: 1034232

Hitachi Vantara is the data foundation trusted by the world0s innovators. Our resilient, high-performance data infrastructure helps customers—from banks to theme parks—focus on achieving the incredible with data.

If you0ve seen the Las Vegas Sphere, you0ve seen how we empower businesses to automate, optimize, innovate—and wow their customers. We are laying the foundation for our next wave of growth and are looking for people who thrive in a diverse, global team and want to make a real-world impact with data.

The role involves selling outcome-driven Infrastructure, Data and Application Modernisation solutions by building strong relationships with customer stakeholders, understanding business drivers, and selling Hitachi Vantara solutions. The Territory Account Manager (TAM) engages directly with customers or via Hitachi Vantara channel partners to become a long-term trusted solutions partner, understanding Hitachi Vantara0s portfolio of products, services and commercial solutions to meet customer needs.

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 building a robust pipeline within a short period. This role includes managing existing accounts with up-sell/cross-sell and functioning as the Virtual Sales Manager in the territory.

Responsibilities

1. Accountable to execute sales strategies/activities from developing new opportunities through to the entire sales cycle until opportunity closure in mid to large-sized accounts.
2. Understand customer needs and develop and sell Hitachi Vantara products, services and commercial solutions through strong account management in Focus accounts and via Inside Sales & Partner Sales teams, in collaboration with technical presales, professional services 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 and cadence.
5. Develop and execute territory sales plans, 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 the assigned sales territory.
8. Owns the relationship with key stakeholders and decision makers in Focus Accounts; collaborates with Hitachi Vantara's sales support teams to develop and execute account strategies, increasing share of wallet through cross-sell and up-sell while working with Inside Sales and Channel Partners.
9. Develop and execute sales strategy for the territory to meet and exceed sales quota. Strategies may include:
   • TAM ownership of Focus Accounts for deeper high-touch engagement, understanding customer drivers and trends, and providing insights on how Hitachi Vantara can help the customer maintain or grow their business. Owns key relationships; leverages partner/SI relations as needed; moderate high-touch engagement in focus accounts.
   • Remaining Accounts are Inside Sales Representative (ISR) owned for medium touch, mapped to partner/SI reps for medium to low touch engagement with support from TAM for high-touch engagement.
   • Territory Accounts involve very low to occasional engagement with larger Partner ecosystem; TAM collaborates with ISR and Channel Partner Manager to retire quota while enabling ISR/Partner Sales to execute strategies in broader accounts.
10. Provide Hitachi Vantara tailored solutions that address customer opportunities and manage the relationship through the entire selling and delivery cycle to ensure objectives are met and future opportunities are developed.
11. Balance short-term and long-term growth across opportunities, proactively pursuing new accounts and opportunities to drive growth.
12. Develop strong internal and external partner relationships to be recognized as a leading partner in the local market; stay current with Hitachi Vantara0s portfolio through training and events.
13. Keep up with competitive landscape and industry trends to support customer requirements.
14. Accurately forecast sales pipeline and address gaps between current position and goals with proactive strategies.
15. Regularly update account information and activity in the CRM; maintain up-to-date territory, account and opportunity plans.
16. Support broader Hitachi initiatives, including sharing customer success stories and assisting channel and marketing events as required.

Performance Measures

• Achieves sales quota and profitability targets.
• Forecast accuracy, predictability and linearity.
• Achieves strategic customer objectives defined by management.
• Completes required training and development objectives within the allotted timeframes.

Profile

• B Tech or Business Management or similar degree preferred.
• Minimum 8 to 12 years of strategic sales experience in an IT company selling Data Life Cycle Management Solutions involving IT Infrastructure, Storage & Software/Services to data centers in complex environments.
• Proven track record of achieving annual quotas exceeding US$3M.
• Assertive self-starter with the ability to manage in a dynamic, competitive environment to drive demand for Hitachi Vantara systems.
• Strong technical and business acumen to understand customer objectives and sell to multiple stakeholders.
• Experience selling through or with partners and alliances; strong executive presence and relationship-building skills.
• Demonstrated negotiation and decision-making skills in complex, multi-level sales environments.
• Ability to collaborate with a virtual team of experts to build account strategies and plans.
• Highest integrity and alignment with our values and Hitachi Spirit.

Competencies

• Ability to work independently with strong collaboration skills (inside and outside Hitachi Vantara).
• Effective communication and presentation skills.
• Strong time management and negotiation skills; diplomatic.
• Relationship-building at executive levels.
• Collaborative leadership and sales skills; eagerness to learn about partners, solutions, and services.
• Ability to translate technology into business impact and influence others.
• We are an equal opportunity employer with commitment to DEI.

About Us

We0re a global team of innovators who harness engineering excellence and passion for insight to co-create meaningful solutions to complex challenges. We turn organizations into data-driven leaders and welcome applicants from all backgrounds.

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Championing Diversity, Equity, and Inclusion

Diversity, equity, and inclusion are integral to our culture. We support your uniqueness and encourage people from all backgrounds to apply and realize their potential as part of our team.

How We Look After You

We offer industry-leading benefits, support, and services for your health and wellbeing, and flexible arrangements that work for you. You will experience belonging, autonomy, freedom, and ownership while collaborating with talented colleagues.

We are an equal opportunity employer and welcome all applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status or any other protected characteristic. Should you need reasonable accommodations during the recruitment process, please let us know so we can assist.

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