Commercial Territory Account Manager

7 days ago

Sydney, Australia Hitachi Vantara Corporation Full time

**Our Company**

Our people are our biggest asset, they drive our innovation advantage and we strive to offer a flexible and collaborative workplace where they can thrive. Diversity of thought is welcomed and our employee base is represented by several active Employee Resource Group communities. We offer industry leading benefits packages (flexible working, generous pension and private healthcare) and promote a creative and inclusive culture. If driving real change gives you a sense of pride and you are passionate about powering social good, we'd love to hear from you.

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 Sales Manager (TSM) must understand Hitachi Vantara's portfolio of products, services and solutions to uniquely solve a customer's needs and become a long-term trusted solutions partner by either engaging directly with them or leveraging indirect sales engagement via a set of sales representatives of Hitachi Channel Partners & SI's.

We are seeking an experienced, high-energy sales professional with a proven track record of over-achieving quota, 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 and at the same time functioning as Virtual Sales Manager, in his/her sales territory beyond the existing accounts, to a set of Sales Reps from a set of Hitachi Focused partners & SI's by driving a broader set of customer engagements, in collaboration and partnership with the respective Inside Sales Team member.

**Responsibilities**
- Accountable to execute sales strategies/activities including developing new opportunities through to the entire sales cycle till opportunity closure in mid to large sized commercial accounts.
- Understand customer business needs and develop and sell Hitachi Vantara products, services & 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.
- 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 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 in the territory & is responsible for understanding customer's key stakeholders and decision makers. Works collaboratively with Hitachi Vantara's sales support teams (presales, professional services and technical experts) to develop & execute account strategies to increase share of wallet in focus accounts by cross-sell & up-sell while work with Inside Sales, Partner Sales to drive sales in territory accounts.
- Develop & execute sales strategy for the territory to meet and exceed sales quota. Successful sales strategies may include:

- TSM own Focus Accounts/Customers for deeper high touch engagement by understanding the customer's key business drivers, current micro and macro-economic trends, industry trends and strategy. Understanding how the customer competes in their marketplace and industry. Provides unique and sophisticated perspectives for the customers for trusted relationships. Identifies new perspectives and ideas on how Hitachi Vantara can help a customer maintain or grow their business or competitive advantage. Creates customer insights that Hitachi Vantara's capabilities and solutions can provide to the customers and its key stakeholders. Here, key relationships and engagement with customers are owned by the Account Manager, while he/she can leverage partner/SI relations to develop his/her own engagement. He/she provides a moderately high touch customer engagement in the focus accounts.
- Remaining Accounts are Partner/SI owned for medium sales touch by TSM: Align and map the remaining focus accounts in his/her territory to select partner/SI sales reps in partnership with Channel Partner Account Manager for medium to low medium touch engagement while supporting partner/SI sales rep provide high touch deeper customer engagement to develop opportunities and selling Hitachi solutions to customers.
- Territory Accounts are a larger set of customers beyond focus accounts in his/her territory. The Territory Sales Manager provides extremely low touch or occasional tactical engagement with customer while allowing

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