Enterprise Acquisition Account Executive

  •  

Tempe, AZ

Industry: Technology

  •  

5 - 7 years

Posted 135 days ago

Description

 

Hitachi Vantara combines technology, intellectual property and industry knowledge to deliver data-managing solutions that help enterprises improve their customers’ experiences, develop new revenue streams, and lower the costs of business. Hitachi Vantara elevates your innovation advantage by combining IT, operational technology (OT) and domain expertise. Come join our team and our employee-focused culture, and help drive our customers’ data to meaningful customer outcomes.

 

Job Summary

 

We are seeking energetic and motivated sales professionals to join our enterprise account acquisition team.  The ideal candidate will have a minimum of 6 years of new account or business development experiences.  The ideal candidate must have a proven track record of selling complex, six to seven figure, technical solutions (information technology or other comparable offerings) to mid to large enterprise clients.   As an enterprise acquisition account representative, you will be assigned 10 to 15 of the most desirable enterprise accounts within a major market (NFL/NBA City).  With the goal of generate a minimum of $2 million in revenue in the first 12 months.  In your role, you will leverage market intelligence resources, customer events, product specialist, partners and your own professional network to develop new relationships and close business with high value pursuit clients.

 

Key Functions

 

Planning – conduct market and customer research to expand commercial insight necessary to build effective customer call plans and sales strategies (10%)

 

Prospecting and lead management – drive a high volume of high value prospecting and business development activities, to include lead management, needed to reach key decision makers/influencers (technical and business) inside pursuit accounts (30%)

 

Selling - drive account strategies and coordinate team selling efforts with partners, specialist, management and technical resources necessary to close business. (50%)

 

Training – Through a rigorous and subject rich training agenda, you will become sale proficient with Hitachi Vantara’s solutions while becoming conversational ready on how Hitachi Vantara delivers business value to its customers and prospects. (5%)

 

Reporting - Managing forecast and updating activity plans inside Salesforce (5%)

Qualifications

 

Qualifications

 

A minimum of 6 years of outside sales experiences specializing in new logo acquisition and/or new business development.  An avid hunter with a proven track record of sourcing new leads and leveraging social networking to gain access to decision-makers/influencers necessary to close business.  Some inside sales or telemarketing experience is a plus. Domain knowledge of large enterprise IT environments and corporate buying centers is critical.  Relationship and sell with experiences with top VARs and Integrators. Subject matter expertise in data storage, data management, data analytics and other IT services (other complex solutions “medical equipment” would be considered). Must demonstrate a consistent track record of achieving annual quota targets while providing specific details on key customer wins.  The ideal candidate will bring an established sales management process, experience building and maintaining relationships with management and C level executives.   A successful track record of managing and closing complex sales campaigns using outcome and solution selling techniques is a must.

 

Other skills to include: 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.  Having a BA/BS degree or equivalent is desirable.

All qualified applicants will receive consideration for employment without regard to race, color, religion, place of origin, ethnic origin, national origin, ancestry, age, sex, sexual orientation, gender identity, transgender status, genetic information, mental or physical disability, marital status, pregnancy, veteran status, or any other characteristic protected by applicable national, state, or local law.

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