Hitachi Data Systems Specialist Sales Account Representative - 018901 in Hamburg, Germany
Title: Specialist Sales Account Representative Location: DEU-Hamburg
Role Profile: Enterprise Sales Account Executive
Who Are We? Hitachi Data Systems is a wholly-owned subsidiary of Hitachi Ltd and is featured in FORTUNE Magazine’s “100 Best Companies to Work For”. Our customers include more than 80% of Fortune Global 100 companies, we have a presence in more than 100 countries, with more than 12,000 employees and are forecasted to grow in excess of USD6 billion. HDS is poised to be a disruptor in the billion-dollar “3rd Platform of Computing”; the integration of social, mobile, cloud and mobile. Our solutions help organizations transform raw data into valuable information by delivering on a vision that IT must be Virtualised, Automated, Cloud-ready and Sustainable. The HDS Vision is clear and compelling, Data drives our world and information is the new currency. Send it. Receive it. Use it. Information has become our most valuable asset. The challenge for global businesses lies in making it both available and secure. We don’t just sell storage, we provide customers with solutions to make their businesses better. Our solutions have the power to enhance and change lives. HDS is considered one of the World’s Most Ethical Companies as recognized by the Ethisphere Institute, an independent research center for corporate ethics. 2014 marks our 4th straight year in winning this prestigious award.
Who Do We Want? An experienced Sales Executive with strong solution-selling capabilities and a high level of competence in identifying and developing sales opportunities to penetrate new enterprise level prospects or to grow the footprint in an existing enterprise client base.
Reporting to the Sales Manager, you will proactively create new business sales opportunities and grow existing HDS accounts.
As a core member of the sales team, you will be responsible for a dedicated sales territory in North and East of Germany. This Region could combine existing and prospective target accounts.
You will own a personal sales quota and will be responsible to meet these sales objectives.
Focus on developing Accounts and acquiring new business within an indirect sales approach with a direct touch
Using your initiative and solution-selling experience, you will build relationships at a senior business level in order to identify customer pain points and gauge the extent to which the HDS portfolio represents sound resolutions to these business challenges.
Based on your thorough understanding of customer requirements, you will highlight relevant offerings from the HDS portfolio, ultimately developing these into sound sales opportunities.
Understanding and tracking the clients’ total IT spend on HDS and competitor solutions.
Engaging with pre-sales, partner account managers, professional services and senior management as necessary to articulate the solution to the existing or prospective customer.
Careful control and management of forecasting and pipeline for your allocated region.
Maintaining knowledge of HDS solutions, competitive products, customer vertical industry, and an in-depth understanding of the customer’s application strategy, with the ability to help the customer make future technology decisions. Requirements
University degree from a recognized institution is ideal, however relevant work experience will be taken into consideration.
Experience should be in line with the HDS internal grade identified for the role.
Demonstrable experience of software solution-selling within major vendor, distributor or system integrator.
Good knowledge of the IT data solutions market and particularly storage economics.
Show us that you have a consistent track record of sales achievement in high value orders within the new business or account management environment.
You should be a self-motivated professional who can work effectively without close supervision, making decisions without continual reference to your immediate manager.
Ability to act as a consultant and expert, attracting interest in HDS solutions and services by combining sales with the delivery of intellectual knowledge.
Continously seek to improve and build upon knowledge of market trends including environmental and competitive influencing forces
Act as a customer advocate, showing empathy with their challenges and issues and creating plans to address their needs.
Ability to probe, listen, qualify and resolve concerns or obstacles to a sale in a logical fashion, emphasising the HDS solutions that will deliver maximum benefit.