Technical Sales Expert
| Company | Hitachi Vantara |
|---|---|
| Location | Boston, MA, USA, Manchester, NH, USA, Trenton, NJ, USA, Allentown, PA, USA, Portland, ME, USA |
| Salary | $Not Provided – $Not Provided |
| Type | Full-Time |
| Degrees | |
| Experience Level | Expert or higher |
Requirements
- 10+ years of technical presales experience within the same technology industry
- Strong relationship skills and executive-level presence
- Strong leadership, communication, and technical skills
- In-depth technical consulting skills within a primary domain, including ability to ask probing questions, obtain deep understanding of business and technical needs, define trade-offs, and recommend appropriate Hitachi Vantara solution capabilities into a broader technology and services environment, and expertly defend recommendations in competitive environments
- Recognized as a subject matter expert in one primary technology domain, including in-depth knowledge of: Hitachi Vantara and industry technologies, architectural approaches, applications, services, vendors, partners, and systems relevant to their industry
- Persuasive presentation and public speaking skills. Must be able to command an audience while articulating a meaningful message
- Self-motivated, self-starter and results oriented
- Able to work in unstructured environments and situations, and prioritize effectively with minimal supervision
- Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives.
- Strong negotiation skills
- Demonstrated experience and leadership in technology specialization
- Demonstrated technical sales experience
Responsibilities
- Primarily engage in top opportunities or beachhead accounts, whether enterprise or commercial-based customer
- Proactively collaborate with account teams in the different stages of the sales cycle, providing focus solution expertise assistance while serving as the ‘go to’ expert
- Proactively pursue and coordinate with sales, presales, and services leadership, together with partner managers and account teams to prioritize high value opportunities to engage on
- Frequently communicate and commit to delivery of internal technology and solutions roadmaps and NDAs, to help spur conversations around innovation
- Proactively collaborate with the account SC and Partner’s SE to develop the complete technical response, within their area of specialization, to RFPs, in customer presentations, solution design, etc.
- Proactively provide and leverage focus specialty technical expertise to real customer requirements for support of presales solution development, presentation and demonstrations of solutions/products (through Proof of Concept (PoC) and Center of Excellence (CoE) use – as they apply)
- Proactively represent technology domain to support broader technical and business architecture, as well as business case development and business value demonstration
- Proactively contribute to the competitive analysis of the solution, leveraging his/her knowledge of high/low level details of area of specialization including hands-on experience in implementation, configuration/setup, and use
- Proactively recognize a competitor’s technological advantage in specialization from a customer’s / partner’s perspective, describing Hitachi Vantara current competitive positioning
- In a self-driven and proactive fashion, develop and maintain a comprehensive knowledge of broader set of competitive solutions, competitor messaging and sales cycle impact. Be able to formulate a response to competitive claims against Hitachi Vantara products / features / technologies within area of specialization.
- Know when to collaborate and when to compete with other key providers in your specialty, identifying technical win strategies
- Proactively develop, maintain and share knowledge of ROI information as it exists and how relevant solutions commonly impact customers based on TE’s previous experience
- Proactively and with an ongoing sense of ownership, develop and present customer facing technical material related to area of specialization, leveraging awareness of business outcomes as determined by and collaboration with account team.
- Be recognized as a subject matter and industry expert in area of specialization and proactively take a lead role in mentoring SC team members, partners, customer engineering resources, sharing knowledge and best practices throughout Hitachi Vantara and the TE Community.
- Network effectively to build trust and confidence
- Focus on interactions with higher levels within the customer (e.g. up to the Chief Architect or CxO levels)
- Build relationships with account teams, customers and partners solidifying their understanding of TE technical leadership within area of specialization
- Eliminate technical and competitive hurdles with the customer and partner during the sales process
- Act as a trusted advisor within specific technical domain, with respect to the TE’s top opportunities and advise on a design in their area of specialization
- Consult with the account team to recommend best Partner/Partner Engineer to assist on an opportunity
- Be proficient in concisely communicating a business problem statement, impact and possible solutions
- Build relationships with peers within area of specialization
- Assist Services group in scoping exercises, drawing on resources (particular services and relationships) in a Pre-Sales capacity and identify the best resources
Preferred Qualifications
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No preferred qualifications provided.