Global Technical Account Manager

Confidential Company  •  Durham, NC and Virtual / Travel

8 - 10 years experience  •  Databases

Salary depends on experience
Posted on 07/25/17
Durham, NC
8 - 10 years experience
Databases
Salary depends on experience
Posted on 07/25/17

Job purpose:

Provides presales technical support and pre-sales account management to a major accounts. Functions as the primary point of contact for presales support for the assigned account(s). Works closely with the Global Account Manager or

 Account Manager. The Account Consultant is the chief technology architect of the solution portfolio for one or more assigned accounts, providing overall coordination of technical resources and solution design.

Uses project management and customer relationship skills to align Hitachi Data Systems Technology solutions with customers' business strategies. Demonstrates strong knowledge in one of HDS's key initiatives with thorough knowledge of all solution areas.

The primary emphasis for this AC is the open systems side of the house and will work in concert with Solution Consultants for MF and Open Systems. The AC will be responsible for all opportunities within the account for all customer sites domestically and internationally and all divisions.

Responsibilities:

  • Business management
  • 'Works with the Global Account Manager or Account Manager in developing and maintaining engagements that provide solutions to meet customers' needs.
  • Customer management
  • 'Responsible for all pre-sales account management at the customer.
  • 'Gathers data on customer business issues, analyzes solutions, and employs this information in HDS engagements.
  • 'Collaborates with the customer on development of a global growth roadmap.
  • 'Uses understanding of customers' business needs and knowledge of industry trends in one or more disciplines (Business Continuity, Tiered Storage, or Storage Management) to build a business case for HDS solutions.
  • Transformation and change management
  • 'Actively supports company change programs and acts as a role model for solution selling.
  • HDS sales process:
  • Identify
  • 'Participates in account planning and territory reviews.
  • 'Supports the Global Account Manager or Account Manager in sales activity to identify and qualify new opportunities.
  • 'Develops appropriate technical and business managerial level contacts within the customer.
  • 'Establishes a dialogue with the customer to achieve trusted business adviser status.
  • 'Accompanies Account Manager and other members of the sales team on customer visits to:

- Assess the opportunity.- Gather customer requirements.- Confirm customer's critical business issues.

  • Develop
  • 'Contributes to development of go-forward plan and competitive strategy.
  • 'Works effectively with Account Manager and other members of the sales team to:
  • Confirm ability of envisioned solutions to address customers' pain points and business objectives.
  • Develop project plan and define initial project risks.
  • Define and document the HDS solution and validate with the extended team.
  • Research and confirm administrative and legal requirements.
  • 'Assists in preparation of formal presentations to customers or prospects on solution. When required, may deliver formal presentations.
  • Propose
  • 'Assists in preparation of Hitachi proposals and ensures that Hitachi proposals are achievable and represent the optimum solution within defined constraints.
  • Contract
  • 'Works effectively with Account Manager and other members of the sales team to:
  • Confirm project plan and solution definition.
  • Finalize pricing, terms, and conditions. 
  • Submit and receive signed contracts.
  • Document win and complete reference documentation.
  • Organizational learning:
  • 'Maintains knowledge, skills, and market awareness in specialty area and makes appropriate use of Solutions and
  • Services tools.
  • 'Actively participates in skills development and portfolio planning with Account Consulting Manager.
  • 'Actively contributes to both formal and informal 'lessons learned' processes at HDS.
  • Performs other duties as required or directed by manager.
  • Please note that this position requires travel an average of 50% of the time. Amount of travel will vary depending on region/location

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.

Qualifications

 7+ years of experienceProfile

'Strong customer relationship skills and executive-level presence.

'Experienced in project management.

'Track record of success in business technology related sales.

'At least seven years' experience in sales at Hitachi Data Systems or a similar competitor organization.

'Familiar with Hitachi Data Systems marketing programs or competitor's programs.

'Adegree or equivalent formaleducation.

'Proven ability to add positive value to consultative multi-skilled teams consisting of customers, third parties, and Hitachi

 individuals.

'Proven ability to manage interpersonal relationships effectively.

'An understanding of the market conditions and requirements in the business specialty area.

'Good knowledge of ITIL or similar consultative best practice or methodology.

'Knowledge of the techniques, sensitivities, and issues around solution selling.

'Specialized understanding of storage-related business issues and needs.

'Generalized understanding of one or more of the following disciplines: Business Continuity, Tiered Storage, or Storage

 Management.Competencies

'Able to write well structured reports with clear, logical and succinct language.

'Able to develop well-structured presentations with informative and well-presented information appropriate for the desired

 audience.

'Personable ' able to represent Hitachi Data Systems positively to customers and build positive relationships.

'Persuasive ' able to influence effectively.

'Articulate ' possesses strong verbal and written communication skills.

'Able to work in unstructured environments and situations and prioritize effectively.

'Able to manage time effectively.

'Organized ' able to coordinate resources and tasks effectively.

'Self-starter - able to function independently with minimal supervision.

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