Enterprise Account Manager

6 days ago

Canberra, ACT, Australia Hitachi Vantara Full time
About the Role

The Enterprise Account Manager is a key position at Hitachi Vantara, responsible for driving business growth and developing strong relationships with customers.

Key Responsibilities
  1. Customer Relationship Management: Owns the relationship with the customer, understanding their key stakeholders and decision-makers, and works collaboratively with Hitachi Vantara's sales support teams to implement impactful sales and account planning strategies.
  2. Strategic Sales Planning: Develops and executes sales strategies that resonate with customers, providing unique and sophisticated perspectives to build trusted relationships and identify new business opportunities.
  3. Account Development: Proactively identifies and pursues new accounts and opportunities within existing accounts to drive business growth and expand market share.
  4. Partner and Alliance Management: Creates strong internal and external partner and alliance relationships to be recognized as a leading partner in the local market or territory.
  5. Product and Service Expertise: Remains current with Hitachi Vantara's product, service, and solution portfolio by attending internal trainings, seminars, and websites to effectively provide the entire solution.
  6. Forecasting and Reporting: Accurately and regularly forecasts sales pipeline for effective support of the business strategy and ensures that any gaps between current position and goal are proactively and regularly assessed and strategies and tactics are developed to address gaps.
  7. Account Information Management: Regularly updates and maintains all account information and activity in CRM tool and ensures that all territory, account, and opportunity plans and strategies are documented and up to date in the relevant account planning tool.
  8. Team Collaboration: Supports the broader Hitachi team where required, including providing relevant information for customer success stories and supporting channel and marketing initiatives and events as required.
Performance Measures
  • Achieves sales quota and profitability targets
  • Forecast accuracy
  • Achieves strategic customer objectives defined by Hitachi Vantara's management
  • Completes required and assigned training and development objectives within the assigned time frames
Requirements
  • Bachelor's degree in Business or related field
  • Minimum 5-7 years of strategic sales experience in a business-to-business sales environment selling software and solutions in complex business environments
  • Proven track record in achieving annual quotas exceeding US$5M
  • Assertive self-starter with the ability to manage work in a dynamic and competitive environment to drive demand for Hitachi Vantara systems
  • Strong business 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
  • 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

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