FunctionMarketing
Job descriptionMeet Our Team: Our Influencer Relations team serves as a strategic bridge between Hitachi and the external communities that shape enterprise technology and transformation decisions. We engage with sourcing advisors, consulting firms, industry influencers, and analysts to ensure Hitachi's capabilities, client success stories, and differentiated expertise are effectively represented in the marketplace.
As part of a collaborative global organization, you'll partner closely with sales leaders, client partners, analyst relations professionals, subject matter experts, industry strategists, and marketing teams to create meaningful connections, uncover new opportunities, and advance Hitachi's growth agenda across North America.
What You'll Be Doing:Build New Advisor Relationships- Develop and execute a comprehensive advisor engagement strategy across the United States and Canada.
- Identify, map, and prioritize sourcing advisory firms, consulting practices, and independent transformation advisors.
- Establish executive-level relationships with practice leaders, sourcing consultants, and deal advisors.
- Expand engagement within organizations such as ISG, Avasant, Wavestone, West Monroe, Gartner, and leading management consulting firms.
Originate and Qualify Opportunities- Identify transformation, application modernization, managed services, and supplier consolidation opportunities before formal sourcing events begin.
- Build visibility into future enterprise demand and buying cycles.
- Convert market intelligence and advisor insights into qualified opportunities accepted by sales teams.
- Track opportunity progression through the pipeline and support revenue growth objectives.
Position Hitachi Effectively- Develop compelling advisor-focused value propositions aligned to client business challenges.
- Articulate Hitachi's strengths across digital engineering, enterprise applications, cloud, data, AI, and managed services.
- Showcase client outcomes, delivery excellence, and differentiated industry expertise.
Create a Learn-and-Earn Engagement Model- Build repeatable engagement programs that educate advisors on Hitachi capabilities while helping internal teams understand advisor priorities and sourcing methodologies.
- Coordinate subject matter experts, service leaders, and sales stakeholders for advisor briefings and executive engagements.
- Foster trusted relationships that drive consideration and influence sourcing decisions.
Advance Strategic Pursuits and Accounts- Partner with sales leaders, client partners, and pursuit teams to support opportunity qualification, positioning, and advisor engagement strategies.
- Facilitate advisor participation in workshops, executive forums, and account-based marketing activities.
- Collaborate with alliance teams when partner capabilities strengthen client solutions or pursuits.
Partner Within Influencer Relations- Work closely with Analyst Relations to align on messaging, market intelligence, and relevant industry insights.
- Maintain ownership of sourcing and deal-advisory relationships while respecting the distinct roles of advisors and analysts.
- Track engagement activities, investment, pipeline contribution, and outcomes through CRM systems.
What You'll Bring:- 10+ years of experience in IT services, sourcing advisory, strategic sales, business development, influencer relations, or related client-facing roles.
- Demonstrated success managing advisor relationships and generating new business opportunities within enterprise technology services.
- Experience working for, supporting, or advising Tier 1 and Tier 2 IT services organizations.
- Strong understanding of enterprise applications, application development and maintenance, modernization programs, managed services, and digital transformation initiatives.
- Working knowledge of cloud, data, digital engineering, AI, and enterprise technology ecosystems.
- Established relationships within the North American sourcing advisory community, with the ability to expand and cultivate new advisor networks.
- Proven track record converting advisor relationships into qualified opportunities, RFP invitations, shortlists, and revenue-generating engagements.
- Strong business acumen and understanding of enterprise buying processes, sourcing strategies, and procurement-led transformations.
- Executive presence with the ability to influence senior advisors, client executives, sales teams, and internal stakeholders.
- Exceptional communication, relationship-building, and storytelling skills.
- Ability to operate effectively in a highly matrixed, global environment while driving outcomes through collaboration and influence.
How Success Will Be Measured:- Growth in productive advisor relationships across priority firms and practices.
- Advisor-sourced opportunities generated before formal RFP/RFx processes.
- Qualified advisor-influenced pipeline accepted by sales.
- Increase in RFP invitations, shortlist appearances, and competitive pursuits.
- Revenue and bookings influenced through advisor engagement.
- Expansion of existing strategic accounts through advisor-supported opportunities.
- Effective tracking and reporting of sourced and influenced pipeline performance.
What to Demonstrate During the Selection Process:- Examples of advisor relationships you personally established and developed.
- Specific contributions to sourcing, transformation, or managed services opportunities.
- Demonstrated impact on pipeline creation, RFP participation, shortlist inclusion, and business wins.
- A practical 90-day plan outlining how you would prioritize advisor engagement, mobilize internal stakeholders, and create new opportunities across North America.
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