Solution Consultant
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Posted on:
Yesterday
Vacancies:
1 Vacancy
Job Summary
Function
PresalesOur Company
Were Hitachi Vantara the data foundation trusted by the worlds innovators. Our resilient high-performance data infrastructure means that customers from banks to theme parks can focus on achieving the incredible with data.
If youve seen the Las Vegas Sphere youve seen just one example of how we empower businesses to automate optimize innovate and wow their customers. Right now were laying the foundation for our next wave of looking for people who love being part of a diverse global team and who get excited about making a real-world impact with data.
Job description
Job Responsibilities
Identify Opportunities
- Understand customer and industry drivers and resulting business requirements.
- Understand the major transformational factors for the customers industry.
- Partner with account manager to define the business account plan.
- Support opportunity prospecting by proactively generating leads through customer meetings seminars and education.
- Gather intelligence on customer business issues and strategies in order to align Hitachi Vantara technology and solutions to address the customers requirements.
- Understand Hitachi Vantara offerings/solutions that align to customer priorities
- Often communicate and commit to internal technology and solutions roadmaps and NDAs to help spur conversations around innovation.
Qualify Opportunities
- Conduct assessment of client business requirements and potential opportunities and create gap analysis and transition roadmap for products solutions and services leveraging Hitachi Pre-Sales tools.
- Apply knowledge of customer business requirements to the creation of a Technical Account Plan and strategy ensuring alignment with sales plan.
- Define customer business problem/opportunity in a technical context.
- Refine and research technical requirements of the opportunity.
- Understand ecosystem of solution providers and ISVs likely to positively influence customer decisions.
- Take the lead on moving deals through the sales process by knowing how and when to engage the appropriate Hitachi Vantara and partner resources tools and programs (such as TEs Services Team demo labs competitive resources etc.) to help accelerate the sales process and reduce the time to technical close.
- Define solution options and articulate the benefits of a Hitachi Vantara solution.
- Understand customer consumption preferences when options exist.
- Lead research of potential competitive offerings for the proposed solution.
Develop and Present Solutions
- Orchestrate all technical resources engaging the right external resources as well as Hitachi Vantara resources with the right people at the right time
- Coordinate the personnel and resources of customers alliances internal resources and partnerships required to implement and advance the technical account plan
- Develop the technical response to RFxs or the technical elements or approach for the proposal including products solutions software and services
- Leverage external resources as needed for RFxs competitive material etc. (E.g. TE Deal Operations etc.)
- Research and demonstrate solution business benefits including ROI and articulate findings to customer
- Coordinate solution development including services leveraging pre-tested solutions/designs and researching customized solutions.
- Identify and engage appropriate Post-Sales support resources
- Lead and develop Proof of Concept (PoC) leveraging resources such as Global Center of Excellence.
- Effectively highlight Hitachi Vantara technological advantages and disadvantages from the customers perspective.
- Coordinate with account team in developing customer presentation materials.
- Lead presentation of Hitachi Vantara solutions to customer including white-boarding and presentation of technical material.
- Sync with post-sales team and provide adequate documentation for clear handoff to post-sales organization.
- Ensure minimal/no post-sales time by educating the customer on how to use Post-Sales resources (Customer Service & Support (CS&S) Global Support Center (GSC) Global Delivery (GD)).
- If appropriate document solutions and share findings with relevant teams including the Pre-Sales community and/or Product Marketing/Engineering.
Build and Nurture Relationships with Key Clients and Internal Resources
- Network effectively and build trust and confidence.
- Act in an increasingly consultative fashion and establish yourself as a trusted technical advisor to the customer.
- Establish a strong understanding of clients organization and business.
- Adapt style to engage across a broad network for results driven collaboration inside and outside of the organization.
- Provide mentoring and guidance to customer peers and to lower level employees within Hitachi Vantara.
Partner eco-system development
- Provide regular technical deepdives handson workshops and joint customer engagements to strengthen partner consultants product knowledge and confidence in positioning solutions.
- Equip partners with best practices success stories and reference architectures to accelerate their solution-building capability and improve customer engagements.
- Offer ongoing presales guidance deal qualification support and technical validation to help partners win more opportunities while maturing their own Solution Consultant competency
Personal and Organizational Development
- Establish foundational/advanced knowledge of products and solutions that are typically positioned through specialty groups (e.g. Data Management/Protection Data Intelligence Virtualization and Applications) rely on TE team for complex design support.
- Establish near expert knowledge of a technology/solution to be the go to person for the local Pre-Sales team.
- Establish foundational/advanced knowledge of major competitive product features and configurations.
- Exercise significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives.
- Actively develop technical professional and sales skills.
- Explore internal and external certifications that increases value and impact to the Solution Consultant role.
Primary Qualifications
- Extremely strong relationship skills and executive-level presence.
- Strong leadership communication and technical skills.
- 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.
- Knowledge on SAN/NAS/Object Storage HyperConverged/Converged Solution Virtualization Container Business Continuity Data Protection
- Requires 7 - 10 years related experience.
About us
Were a global team of innovators. Together we harness engineering excellence and passion for insight to co-create meaningful solutions to complex challenges. We turn organizations into data-driven leaders that can a make positive impact on their industries and society. If you believe that innovation can inspire the future this is the place to fulfil your purpose and achieve your potential.
Fostering innovation through diverse perspectives
Hitachi is a global company operating across a wide range of industries and regions. One of the things that sets Hitachi apart is the diversity of our business and people which drives our innovation and growth.
We are committed to building an inclusive culture based on mutual respect and merit-based systems. We believe that when people feel valued heard and safe to express themselves they do their best work.
How we look after you
We help take care of your today and tomorrow with industry-leading benefits support and services that look after your holistic health and wellbeing. Were also champions of life balance and offer flexible arrangements that work for you (role and location dependent). Were always looking for new ways of working that bring out our best which leads to unexpected ideas. So here youll experience a sense of belonging and discover autonomy freedom and ownership as you work alongside talented people you enjoy sharing knowledge with.
Were proud to say were an equal opportunity employer and welcome all applicants for employment without attention to race colour religion sex sexual orientation gender identity national origin veteran age disability status or any other protected characteristic. Should you need reasonable accommodations during the recruitment process please let us know so that we can do our best to set you up for success.
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About Company
Discover how Hitachi Rail is connecting the future of mobility through integrated rail solutions, across rolling stock, signalling, digital technology and more.
