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Master Investment Representative job in Stoke Poges

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Job Ref:  018720
Employer:  Hitachi
Country:  United Kingdom
City:  Stoke Poges
Post Code:  SL2
14/10/2016 00:01
Job title: IoT and Analytics Business Development Manager
Reports to: COO U.K. & Ireland

Role Objective
To drive new revenue growth from the Pentaho and HVS portfolio of solutions, for the UK and Ireland.

Principal Accountabilities

External Activity
  • Identification of target accounts, partners and systems integrators, in order to sell to, through and with.
  • Identify and drive IoT and Analytics Revenue and grow the pipeline of opportunities, be addressed and supported by Hitachi Solutions.
  • Secure in year revenue to achieve and exceed quota on a quarterly basis and a qualified pipeline of longer term opportunities
  • Confirm available 'go to market solutions' with the EMEA and Corporate IoT and Analytics teams
  • Develop an understanding of the prospect's business and Information Systems environment, identify and qualify potential additional sources of revenue for all relevant HDS products and services.
  • Identify key strategic landscape contacts, stakeholder, influence, decision makers and others where appropriate
  • Working with COO, selectively engage with wider Hitachi group to support and drive ecosystem partnership where applicable to customers, with goal of driving UK&I revenue for HDS.
  • Drive the eco-system partnerships that will produce opportunity and revenue for HDS Solutions from solutions .
  • Develop customer relationships using a high level of relationship management skills that will clearly establish the strategic IT and other needs of the customer and how they can be satisfied by the HDS business model, Sustain good business relationship over the longer sales cycle.
  • Develop Executive Level Engagement across target accounts and lines of business
  • Utilise and develop networks as a catalyst to support engagement into wider target accounts and lines of business
  • Work with Marketing to drive campaigns and events to support sales initiatives relevant to this role.
  • Attend targeted events relevant to the role, in order to up skill and network for business develop opportunities.
  • Provide estimated delivery date to customer, based knowledge of HDS's delivery schedule and incorporating needs of partner community. Ensure customer expectation is managed.
  • Take ownership for ensuring sales opportunities are fully qualified by leveraging relationships with both the Partner and the end customer through client and prospect visits.
  • Participation in Trade and Professional shows
  • Leading and managing virtual teams of resources to ensure maximise awareness of and pipeline for the IoT and Analytics solutions
  • Develop effective networks within each prospective customer at all levels where most appropriate so as to ensure HDS is the principal consideration for any future systems requirements
  • Identify new revenue streams for IoT and Analytics solutions in selected accounts and with selected partners

Internal Activity
  • Revenue responsibility for UKI quota in fiscal year
  • Meet and Exceed MBO's / Targets
  • Build pipeline of qualified opportunities
  • Work with COO and RSDs to identify appropriate target account base for opportunity development
  • Work with the HDS virtual team, Account team, including sales and functional management, to develop and sell the optimum HDS business and technical solution to qualified opportunities.
  • Develop Key HDS Executive Engagement alignment to leverage target opportunities.
  • Identify and build strong Hitachi virtual team
  • Identify potential competitive threats and take timely and effective action to minimize them.
  • Plan and implement a program of Strategic Target Management Activity and work internally within HDS to ensure the most effective support of the account management process that seeks to optimize customer satisfaction and develop sales opportunity whether for named personal accounts or as specialist team member.
  • Ownership and accountability for the relevant sales cycle from identification, qualification, sale, installation and subsequent protection and NA consultative sales expertise in large corporate/enterprise accounts in UKI dealing with Storage, networking, server or converged solutions, cloud or big data / analytics product/solution range of products and services.
  • Identify key decision makers and those who influence at all levels within the account and build effective relationships using, where appropriate, HDS management and relevant partners
  • Identify potential competitive threats and take timely and effective action to minimize them.
  • Comply with contracted terms for the role
  • Forecast accurately future business on a monthly basis in line with the expected pipeline and forecast process
  • Develop and review with the COO a territory plan to support the assigned sales objectives - update progress quarterly at QBRs against monthly action plans.
  • Identify, justify, and secure relevant additional HDS resources required to support sales strategies in conjunction with the COO
  • Ensure all necessary internal HDS sign offs are obtained before customer proposals are made.
  • To be the focal point for sales to engage with on the Social Innovation Solutions in the UK and Ireland.
  • Virtual team member for UK&Ireland to interface to EMEA and corporate
  • Comply with all published HDS policy guidelines.
  • Accountability for the virtual team alignment.
  • Co-ordinate the activities of all supporting HDS functions within the account including Partner, Commercial, GSS, CS&S and F&A.
  • Creation and execution of account strategies designed to achieve sustainable year-on-year revenue growth in line with local in-country teams and goals.
  • Reporting to the UK & Ireland COO

  • At least 10 years successful track record of negotiating high value orders with a recognized supplier within the I.T. industry.
  • At least 5 years successful track record in either Global or Strategic Solution Sales.
  • Extensive experience in high-end, solutions sales, professional new business development skills and account management skills including multi-level sales negotiation experience.
  • In general candidates will have been educated to degree level.
  • Proven track record of building a successful sales organisation through virtual teams in disparate locations.
  • Experience of working in a global company, with local approach
  • Experience of sales processes, pipeline and forecasting
  • Experience of successful C Level Engagements within clients
  • Self motivated and ability to work on own or as part of a team.
  • Demonstrate strong business acumen and negotiation skills.
  • Demonstrate strong networking and personal relationship capabilities.
  • A 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. First class verbal communications, report writing and presentation skills and who is comfortable operating and presenting at senior management level.
  • Has the ability to work within a support infrastructure, coordinating and motivating these resources when required and building a strong virtual team.
  • Possessing a personality which will respond positively to working within the structure of HDS and is genuinely enthusiastic to face the challenge which HDS offers.
  • Possess a good business knowledge pertaining to vertical market alignment.
  • Self motivated and strong drive and desire to achieve.
  • Strong visual presentation and communication skills.
  • Ability to work collaboratively, across all functions.
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