Hitachi Data Systems Global Account Director Automotive - 023083 in Muenchen, Germany

Title: Global Account Director Automotive Location: DEU-Muenchen

Hitachi Vantara combines technology, intellectual property and industry knowledge to deliver data-managing solutions that help enterprises improve their customers’ experiences, develop new revenue streams, and lower the costs of business. Hitachi Vantara elevates your innovation advantage by combining IT, operational technology (OT) and domain expertise. Come join our team and our employee-focused culture, and help drive our customers’ data to meaningful customer outcomes.

Role Purpose

Based on industry knowledge and client engagement the Global Account Director will define the global approach and engagement priorities for our global Automotive Accounts in Germany (BMW/ Volkswagen Group), through understanding of customer business needs and mapping our solutions by closely tying pre-sales/solutions/services and products team. The Global Account Director will coordinate sales effort across geographies to present One Hitachi experience for customer and ensuring consistency in sales approach while being able to monitor, measure and communicate progress against stated goals.

Key responsibilities

Account Planning Strategy

  • Establish program/account management plan and approach with country leadership or account team to provide leadership and define common goals.

  • Motivate and lead global team in the ownership and action of strategies and actions from within the global plan.

  • “Sell” the client opportunity internally and manage executive relationships.

  • Understand the client strategy, political/competitive landscape and budget priorities to be able to build an engagement and strategy plan which maximizes Hitachi opportunity for success.

  • Build key global relationships and support geographical resources in the delivery of local plans, communication and strategies.

  • Define and manage team planning process and measurement cadence. To include internal and external reviews QBRs and associated stakeholder buy in to the plan.

Account Management

  • Internal and external – demonstrate global ownership / accountability and become a trusted advisor and escalation point. Own global contact plan for the executive level.

  • Own global communication strategy and travel as appropriate to build global key internal and external relationships.

  • Where appropriate build plans and relationships with global partners, mapping and understanding Global Partners, SWOT analysis and collaboration with Hitachi Channel Management.

Sales Orchestration

  • Ensures a Consistent One Hitachi approach / experience for the customer.

  • Coordinate with vertical and technical specialists across geos'.

  • Adoption of a Global Framework Agreement to provide customers with common (regardless of geo), terms, services levels, licensing rights, liabilities & right to re-address etc. Drive pricing consistency by setting annual discount levels against global spend targets, use single currency to match customer budgets, group commercial benefits and deliver the same in all regions.

  • Consistent and regular account team communication and alignment.

  • Be orchestrator for other Hitachi companies creating One control point – One strategy.

Lead/Opportunity Management

  • Provide support and escalation to local teams.

  • Validate the global accounts pipeline (including the locally managed regional leads) and driving sales by coordinating with Regional Account Managers to assure that leads and opportunities are correctly documented in system.

  • Manage new projects and opportunities incl (GAP analysis) by establishing clear leadership and ownership of opportunity deliverables between Sales, Presales and Support teams as well as Partner and external collaboration.

Business Needs ID

  • Understand customers & Hitachi business structure and how they vary across GEOs.

  • Understand competitive pressures & unique/complimentary strategies for each of the applicable Geographies to address these.

  • Identify selling opportunities by interviewing client’s functional stakeholders and coordinating need discovery activities across geographies.

  • Engage with LOB owners to identify potential cross sell/ up sell solutions.

  • Engage regional sales teams to evaluate customer needs and requirements for both their local market and potentially scalable global solutions.

  • Maintain and expand our relevance to customer.

Opportunity Expansion

  • Understand Company businesses, highlighting total IT usage and potential expansion.

  • Build client CIO/Dept IT perception of Hitachi as a trusted advisor in order to perform companywide assessments of current infrastructure and spending.

  • Discover Regional business opportunities and Map our solutions (references) with customer business needs – provide overall roadmap to customer and highlight short term and longterm business needs.

Required Qualifications & Experience

  • Demonstrable performance track record within Sales.

  • 10 years of work experience in a direct sales function with progressive responsibility in business development, strategic partnerships, alliances or solution sales.

  • Experience selling to Global Accounts with a robust network of C-level relationships within client organizations (BMW and/or VW Group).

  • Experience Selling Data Management / Cloud / Software Solutions.

  • Ability to reference sell based on library of business outcome focused references.

  • Solution selling methodology and approach.

  • Strong communicator, take the lead and structure approach, fluent in German & English.

  • Market insight and understand the unique needs of global business.

  • Understand the client strategy, political/competitive landscape and budget priorities.

  • Stakeholder Management skills.

  • Maintains good rapport and demonstrates leadership and teamwork in cross-functional teams.

  • Ability to work seamlessly in a direct and virtual matrixed managed environment.

  • Revenue driven and sales process competent.

  • Customer focused and savvy business hunter mentality.

  • Excellent communication, teamwork, interpersonal, presentation, and demonstrated analytical skills.

  • Bachelor or Master degree education, Business or Technical.

Great careers start with innovation and here at Hitachi Vantara, our promise is to deliver insights that power smarter businesses and inspire social innovation solutions for a healthier, safer future. The key to our innovation is our people -- our culture values respect, diversity, and collaboration. Join our Hitachi family and together, let’s lead the way to extraordinary!

We are an equal opportunity employer. All applicants will be considered for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.