Pre-Sales Team manager

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Mission Statement

Responsible for establishing the strategic direction for market approach sales campaigns and building of market share for Hitachi Energy specifically as it relates to the products and systems presales activities required for the delivery of the Protection Automation and Communication Solutions into the utility and C&I sectors. This role will provide guidance and support to the existing Sales & Marketing teams the Product Applications Engineering team as well as the Systems Engineering & Technical Project Management Team. It is a critical role for the establishment of Hitachi Energy as the market leader in Protection Automation and Communication Solutions. This role will manage all the pre-sales US & Canda resources for protection automation and communication as well as lead the efforts on the development of our digital substation and distribution automation strategy implementation.

Main Accountabilities

• Establish a strategic direction and plan for Hitachi Energys approach to the Protection Automation and Communication market which optimizes all internal sales and technical resources. Ensure that the direction is carried out within the business working across regional country lines (US and Canada) to identify and evaluate all sales opportunities aggressively pursue customer relationships that support long-term partnership involving deployment of the Protection Automation and Communication Solutions. Manage and mentor the NAM regional technical sales team.
• Manage all presales and technical support activities as it relates to the Protection Automation and Communication portfolio including:
• Develop and deliver training sessions for FES customers system integrators and Hitachi Energy personnel.
• Developing and delivering technical presentations to match sales and marketing strategies for individual customer opportunities
• Mentor coach and advise technical personnel in the Grid Automation/AC organization on the products required to implement Digital Substation and Distribution Automation.

Strategic Goals:

• Assist in preparation of overall business strategy as it relates to the growth of the Distribution Automation portfolio including the wireless solutions. Develop and maintain key customer relationships/alliances through the sales and execution processes and become the Go-To for the Digital Substation and Distribution Automation Solutions.
• Grow the AC Solution business to $120M by responsibility for technical positioning competitor analysis and selling Hitachi Energy value as it relates to the Grid Automation/AC (Automation and Communication) complete offering.
• Develop/build strong relationships with the Hitachi Energy product marketing managers and front end sales centralized resources. Develop and build a highly motivated creative and sustainable sales and marketing team.
• Build technical training & development plan for the Grid Automation/AC engineering and marketing teams to ensure knowledge transfer of application and customer engagement.

Additional Responsibilities:

• Partner with management team members to execute the full business strategy with specific focus on the Digital Substation and Distribution Automation Solutions.
• Generate new accounts/pull through business Maintain informative reporting through use of Hitachi Energy tools Continual assessment of the proposal process and implementation of improvement Evaluate and manage risk assessment during proposal phase and review process.
• Develop and retain personnel by providing career growth and challenging opportunities.

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