Specialist Account Consultant

Job Category: Sales/Retail/Business Development Career Level: Experienced (Non-Manager) Company: Hitachi Data Systems Specialist Account Consultant Hitachi Data Systems (HDS) is recognized as a leading provider of business solutions for the world's most IT-intensive corporations. The company offers the industry's fastest, largest and most reliable storage solutions designed for companies committed to non-stop operation and transition to Internet business reliance. Thirty-eight of the Fortune-50 companies in the United States are HDS customers. Hitachi has provided the backbone processing platforms for these enterprises and has led the world in high capacity and high bandwidth computing. HDS has been the recognized choice for mission critical applications in the F-1000 and Financial Times 100 enterprises. HDS was formed in 1989 and is a wholly owned subsidiary of Hitachi LTD with global revenues of over $73 billion. Hitachi is one of the leading technology companies in the world with research and development investments of over 6 billion dollars annually. Headquartered in Santa Clara, California, HDS is a global company with three thousand employees in forty countries and generates worldwide revenue of approximately $3 billion. The HDS professional services organization complements the product revenue with technical and business solutions. The company has a direct sales force and also supports a two-tiered indirect sales program. Storage products are offered to a growing list of OEM customers including Hewlett Packard and Silicon Graphics. HDS is one of a few natural players and enjoys a substantial technological advantage with its storage solutions. The organization is built around 6 independent business units, each with a P & L mission and IPO opportunity. The chief technical expert for one or more assigned accounts, providing overall coordination of technical resources and solution design. Develops and maintains an understanding of customer's requirements and designs solutions to meet that need. Includes engaging in technical conversations with the customer at multiple levels to understand their business strategy and requirements, and then translating these needs into real solutions. Provides technical sales support to the Sales teams and customers.This role provides presales technical support and pre-sales account management to 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. ResponsibilitiesBusiness 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.Qualify'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 '7+ years experience in a consulting pre-sales role in the storage industry'A Bachelor's degree or equivalent formal education'Strong customer relationship skills and executive-level presence 'Experienced in project management'Track record of success in business technology related sales'Familiar with Hitachi Data Systems marketing programs or competitor's programs.'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