Master Global Accounts Sales Representative

Full Time
  • dubai
  • Post Date: January 15, 2017
Job Description


ROLE PROFILE                                    Global Account Manager – IoT & Telco
LOCATION                                           EMEA wide locations considered
About Hitachi Data Systems
Hitachi Data Systems, a wholly owned subsidiary of Hitachi, Ltd., builds information management and social innovation solutions that help businesses succeed and societies be safer, healthier and smarter. We focus on big data that offers real value – what we call the Internet of Things that matter.
Our IT infrastructure, analytics, content and cloud solutions and services drive strategic management and analysis of the world’s data.  
Only Hitachi Data Systems integrates the best information technology and operational technology from across the Hitachi family of companies to deliver the exceptional insight that business and society need to transform and thrive.
Global Enterprises choose HDS because:
  • No one knows data like Hitachi Data Systems.  We have a proven, integrated strategy and portfolio that enables digital transformation through data and the integration of disparate data sets into a single data services strategy. 
  • Hitachi partners with enterprises to define and implement an integrated, secure approach to manage, govern, mobilize and analyze their data so they can uncover insights that lead to better business and social outcomes.
  • We offer private, public, and hybrid cloud solutions that meet business needs with the industry’s most flexible consumption options and a true usage-based model.
  • Data needs to outlive the application that created it, the media that stores it – and even the people who manage it. With our software-defined infrastructure, data is independent of applications and infrastructure and thus available to be securely governed, mobilized and analyzed.
  • Automation is essential for modern data management. We help customers automate their data and infrastructure management, freeing up their IT resources for higher-value work and reducing manual error.
  • The world’s most demanding applications run on Hitachi platforms because we guarantee the highest service level and 100% data availability.
  • Flash has replaced traditional disk to ensure critical applications perform at the pace required by business demands. Our customers have over 250PB of Hitachi flash storage accelerating their applications – and growing every day.
  • Our Hitachi Content Platform was ranked the #1 most-secure object store by Gartner.
  • Hitachi helps customers build data lakes to mobilize data even from legacy applications, to leverage that data for new business functions like analytics, and for greater employee productivity anytime, anywhere.
  • Hitachi holds more than 2,000 patents for analytics technology – the most of any company in the world. Our acquisition of Pentaho further enables customers to integrate data from all sources, then analyze and visualize insights to help business users monetize more, innovate faster and reduce risk.
We use data to power the digital enterprise.  Our culture values respect, individuality and growth for every employee.  This is why the top talent in the industry wants to work for Hitachi Data Systems. 
Ignite your career with HDS.
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Role Title:                              Global Account Manager – IoT & Telco
Reporting to:                        Vice President, IoT & Telco
Direct Reports:                    None
Role Overview
The Global Account Manager – IoT & Telco  is responsible for selling HDS solutions and services to, and maintaining relationships with, new and existing global and major international accounts. The position is responsible for driving the strategic approach to the customer, owning the relationship management and orchestrating the overall account activities to ensure that customer and personal revenue and margin objectives are achieved.
Primary Responsibilities
  • To effectively position HDS and partner products and services through direct and indirect channels to an assigned list of IoT and Telecoms industry accounts.
  • Engagement with customers and collaboration with partners on the co-creation of innovative solutions and propositions.
  • A substantial part of the role will involve the pursuit of opportunities through development and execution of a strategic account plan and fostering of close relationships within assigned accounts.
  • Ensuring execution to the Account Plan for each account by engaging and coordinating relevant account team members in the field.
  • Establishment of solid relationships at all levels within the assigned accounts and direct account related activities to ultimately achieve better account control than the competition.
  • Management of a virtual team of colleagues that will change depending on the sales campaign.
  • Coordination of activities with multiple partners and internal organisations.
  • Responsible for integrity of proposals submitted including the overall structure of the deal and the pricing of the opportunity per price approval guidelines.
  • Provision of regular and accurate forecasting of current and pipeline opportunities to leadership.
Customer Related
  • Responsible for opening, building and developing IoT and Telco accounts across EMEA.
  • Plans, organises, leads and controls balanced sales growth, continued account penetration and customer satisfaction on a long-term multi-year focus. Demonstrates advanced knowledge and practice of the Opportunity Planning Process.
  • Brings innovation and thought leadership in the development of product knowledge, solution, sales and service strategies and competency development using the Opportunity Planning Process.
  • Carries overall Global quota and is fully responsible for quota and sales objectives within the account.
  • Acts as main point of contact for accounts, owning the overall relationship with the Corporate offices.
  • Develops, coordinates and manages all team activities within the account, consisting of sales, pre-sales, services and technical resources. 
  • Identifies and brings in any additional resource required to support the strategic objectives of the account, Hitachi Data Systems and the broader ‘one Hitachi’ group.
  • Responsible for overall business development, solution co-creation, programs, alliances and other business activity relative to Hitachi Data Systems goals in the account.
  • Develops and maintains a master business plan and identifies, documents and communicates the global plan for the account.
  • Nurtures an extensive network of industry leaders, customers and prospects.
  • Develops relationships such that they are viewed as a strategic partner to the customer.
  • Implements Global agreements with the account, taking into account local terms, conditions and practices for all locations.
  • Tracks Hitachi Data Systems portion of total IT spend in the account.
  • Controls all forecasting and pipeline management for the allocated account.
  • Maintains good level of competency of Hitachi Data Systems portfolio of solution offerings, competitive products and has in-depth understanding of the customer’s application strategy, so as to help customers make future application decisions.
HDS Internal
  • Provides leadership to the Global Customer Account team and, in conjunction with the Regional Sales Director, is responsible for the coaching, appraising, mentoring and counselling of local account team members.
  • Co-ordinates the activities of all supporting Hitachi Data Systems functions within the account and is ultimately responsible for the relevant sales cycle from identification, qualification, sale, installation and subsequent protection and growth.
  • Thinks with a global and strategic mind-set and enables local teams.
  • Develops and reviews with Hitachi Data Systems Sales Management a territory plan to support the assigned sales objectives.
  • Organises and leads regular account team conference calls.
  • Conducts formal account review sessions with team at least once per half.
  • Establishes and maintains global account distribution lists, team rosters and contact lists and ensures the supporting sales collateral and resources are kept up-to-date with all account information.
  • Forecasts accurately future business on a monthly basis.


Key Skills, Knowledge and Experience
  • Possesses proven, professional new and existing business account management skills including multi-level sales negotiation experience.
  • Must have experience and show a strong command of the IoT and Telecommunications industry with a demonstrable track record of success working with global operators.
  • Demonstrable track record of leading teams that co-create new solutions and services by developing an eco-system of partners to propose end-to-end differentiated solutions and services.
  • Possesses demonstrable business awareness with the ability to adopt a disciplined commercial approach to achieving goals and objectives including the ability to create and maintain a business plan.
  • Track record of negotiating high value orders with a recognised supplier within the IT industry.  Or, at least experience within Hitachi Data Systems in a relevant sales role where there has been consistent achievement of targets.
  • Strong and confident communicator and presenter, capable of developing excellent working relationships and who can sell him/herself within the company and to customers and prospects.
  • Embraces social media and leverages social media platforms to increase awareness, create demand and to demonstrate thought leadership in IoT and Telecommunications.
  • Self-motivated person who will be expected to work effectively without close supervision making prudent decisions without continual reference to his immediate manager.
  • Culturally aware with the ability to manage cross-cultural teams and will be expected to maintain good communication with his management and colleagues so that no opportunities are lost.
  • Appreciation of business practices in a global market and the impact of currencies on pricing global projects.
  • Ability to work within a matrix support infrastructure, co-ordinating and motivating these resources as required.
  • Possesses a personality which will respond positively to working within the structure of Hitachi Data Systems, and is genuinely enthusiastic to face the challenge.
Key Competencies
  • Takes Initiative
  • Commits Time and Effort To Ensure Success
  • Develops Solution and Technical Competence
  • Educates and Challenges Customers
  • Team Orientation
  • Takes Personal Responsibility
  • Effectively Communicates Ideas

Primary Location

: EMEA-AE-DU-Dubai