Territory Account Manager NSW

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Overview

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. 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 by building strong relationships with key stakeholders and selling Hitachi Vantara solutions. The TAM must understand Hitachi Vantara\'s portfolio to solve customer needs and become a long-term trusted solutions partner, primarily engaging directly with customers or via 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 (upsell & cross-sell), developing & acquiring new customers, while functioning as the Virtual Sales Manager in the sales territory team.

Responsibilities

• Execute sales strategies/activities from developing new opportunities through to the entire sales cycle until opportunity closure in mid to large-sized accounts.
• Understand customer business needs and develop and sell Hitachi Vantara products, services and commercial solutions through strong account management activities in Focus accounts & via Inside Sales and Partner Sales teams within the territory, in collaboration with technical presales, professional services and support resources.
• 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.
• Weekly sales forecast & cadence; develop & execute territory sales plan, focus account plans and opportunity close plans.
• Build and strengthen relationships with current accounts and new customers; achieve sales goals for the assigned Sales Territory.
• Own the relationship with key stakeholders and decision makers in Focus Accounts; work with sales support teams to develop & execute account strategies to increase share of wallet through cross-sell & up-sell, while working with Inside Sales and Partner Sales to drive sales in territory accounts.
• Develop & execute a sales strategy for the territory to meet and exceed quota. TAMs focus on Focus Accounts for high-touch engagement and manage other accounts through a tiered approach with ISR/Partner resources, ensuring overall territory coverage and quota retirement.
• Provide tailored Hitachi Vantara solutions that address the customer\'s unique business opportunities and maintain relationships through the selling and delivery cycle.
• Balance short-term and long-term growth, identify new accounts and opportunities within existing accounts, and pursue Hitachi Vantara\'s business growth.
• Develop strong internal and external partner and alliance relationships and stay current with product, service and solution portfolios through training and ongoing learning.
• Maintain competitive awareness and industry trends to support customer requirements.
• Forecast sales pipeline accurately, address gaps proactively, and maintain up-to-date account and opportunity information in the CRM tool; support customer success stories and channel/marketing initiatives as required.

Performance Measures

• Achieves sales quota and profitability targets
• Forecast accuracy and predictability
• Achieves strategic customer objectives defined by Hitachi Vantara
• Completes required training and development objectives within the assigned timeframes

Profile / Qualifications

• 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, including 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 and competitive environment
• Strong technical and business acumen to understand customer objectives and sell to a broad set of stakeholders
• Experience selling through or with partners and alliances
• Strong executive presence, relationship-building and interpersonal communications
• Evidence of decision-making, negotiation, and collaboration across a virtual team
• Ability to present at all levels including CXO level
• Experience coordinating with a virtual team of experts to build account strategies and plans
• High integrity and alignment with Hitachi Spirit and company values

Competencies

• Ability to function independently with strong collaboration skills
• Effective communication and presentation skills
• Strong time management and negotiation skills
• Relationship-building with executive-level stakeholders
• Strong collaborative, leadership and sales skills
• Curiosity and hunger for knowledge about business, partners, solutions and services
• Ability to translate technology into business impact
• Ability to influence
• Commitment to equal opportunity employment

Equal Opportunity Statement

We are an equal opportunity employer. All applicants will be considered for employment without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. If you need reasonable accommodations during the recruitment process, please let us know so we can assist.

About Us

We're a global team of innovators dedicated to co-creating meaningful solutions to complex challenges. We turn organizations into data-driven leaders and invite you to join our Hitachi family to lead the way to extraordinary.

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