CLIENT SUMMARY

Our client is a $5B US based information technology and services company. A leader in IT for over 50 years – our client offers storage, IOT, IT operation and data management, analytics, video intelligence and multi-cloud accelerated solutions to our clients worldwide.

We are currently looking for a HUNGRY and DYNAMIC Enterprise Sales Director who will be responsible for the orchestration of sales activities in an assigned number of existing Enterprise Accounts within their infrastructure and core line of business and driving incremental and new business for these assigned accounts (defined by local and global enterprises with a focus on FSI sector) 

Reporting to the Vice President & General Manager of Singapore, your duties and responsibilities shall include the following;
 

RESPONSIBILITIES

  • Develop account plans to maximize the value of the accounts and to build and nurture client relationships.

  • Ensure alignment to overall regional sales strategy with the ability to monitor, measure and communicate progress against stated goals.

  • Manage complex sales engagements, identifying key decision makers and build effective relationships. 

  • Work to increase Hitachi Vantara’s share of wallet in the assigned Enterprise accounts

  • Identify leads, develop and track opportunities from identification to the close.

  • Identify up-selling and cross-selling opportunities within the account and develop account plans.

  • Undertake effective pipeline creation, management and forecasting for the assigned accounts, own updates on progress to leadership.

  • Ensure a consistent One Hitachi approach for the customer by regular account team communication and alignment to one account plan.

  • Utilize business needs identification and Solution Selling.

  • Understand business priorities and the reliance on technology to achieve desired results.

  • Understand the client strategy, political/competitive landscape and budget priorities.

  • Use solutions selling to identify opportunities that add value to our customers by helping them save money, make money or manage risk.

  • Reference sell based on library of business outcomes.

  • Carry out account research with a focus to farm the install base as well as analyze accounts to find key decision makers and influencers for our solution portfolio.

  • Drive new revenues through incremental sales & net new customers.

  • Maintain and expand prospect database within assigned accounts.

  • Partner with the channel and specialist sales teams to create new sales opportunities.
     

REQUIREMENTS

  • Subject matter expertise in infrastructure, data storage, data management and other IT services.

  • A minimum of 6 years of outside sales experiences specializing in complex technology sales to enterprise customers.

  • A proven track record of sourcing new leads and leveraging social networking to gain access to decision-makers/influencers necessary to close business.  

  • Domain knowledge of large enterprise IT environments is critical.  

  • Relationship and sell with experiences with top VARs and Integrators.

  • Must demonstrate a consistent track record of achieving annual quota targets while providing specific details on key customer wins.

  • Excellent time/organizational management, deal management and problem solving skills. 

  • Knows how to conduct customer research and develop meaningful account plans. 

  • Effective written, phone and presentation skills.  

  • Possesses a competitive attitude, strong work ethic and thrives in a fast pace, high growth and matrixed organizational environment. 

  • Has a desire to learn and an aptitude for acquiring new skills and product knowledge.  

  • Must be a proficient user of SalesForce and other MS Office tools.  

GOOD TO HAVE

Having a BA/BS degree or equivalent is desirable.

 



 

 




 

JOB ID: 1963

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