Client Executive

About the role

The Enterprise Account Manager will lead significant change in a quickly evolving marketplace by orchestrating sales activities in assigned Enterprise Accounts. This role requires a minimum of 6 years of complex technology sales experience to enterprise customers, with a focus on Flash/Hybrid Storage, Cloud Storage, IT Ops Management, Object Storage, Content Intelligence, and Services.

Responsibilities

• Develop account plans to maximize the value of the accounts and build client relationships.
• Manage complex sales engagements, identifying key decision makers and building 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, and own updates on progress to leadership.
• Maintain 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.
• 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

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. Proficient user of SalesForce and other MS Office tools. Having a BA/BS degree or equivalent is desirable.