Services Sales Principal in Canberra

We’re Hitachi Vantara, the data foundation trusted by the world’s innovators. Our resilient, high-performance data infrastructure means that customers – from banks to theme parks – can focus on achieving the incredible with data.

The Services Sales Principal (SSP) is a sales and services professional that drives service-led complex IT solutions (Managed Services and Professional Services for IT infrastructure) with our customers. The role is a direct sales role responsible for generating opportunities and collaborating with the rest of the sales teams to lead, win, and deliver value added customer outcomes combining Hitachi Vantara (HV) solutions and offerings. The SSP role is responsible for targeting accounts and developing proactive sales initiatives, as well as regional sales campaigns, that align the services and technology components that are required to achieve the client’s objectives. SSPs are the central point of contact for our clients and sales teams for any complex service sales.

Key Responsibilities

• Identify and close sales opportunities and negotiate commercial terms and conditions.
• Build a pipeline of sales opportunities to deliver ongoing bookings and revenue.
• Capture, understand, and analyze specific customer business issues and demands and translate them into a HV vision and solution.
• Identify HV capability gaps delivering transformational services while engaging with partners to complete a solution.
• Author and producer of competitive sales tools in the form of presentations, proposals briefs, white papers, etc.
• Act as the subject matter expert for HV services, both externally and internally with the core sales team and delivery team.
• Forecast and maintain sales pipeline leveraging internal sales systems as the opportunity owner and ensuring communication on pipeline status to line management.
• Leverage existing relationships with CIO, CXO, BU heads within a targeted set of regions/accounts to develop deep and trusted relationships.
• Build focused account plans that ensure new business development while maintaining account growth.
• Collaborate with other HV companies and develop joint solutions and competitive account positioning, client messaging, and sales plays that effectively promote the advantages of One-Hitachi.
• Orchestrate HV internal resources and core sales team to drive sales cycles.

Skills and Qualifications

• Excellent interpersonal, verbal, and written communication skills.
• Ability to influence, negotiate, and present at senior stakeholder levels.
• Financial and business acumen, including experience with P&L management and cost modelling.
• Experience working with infrastructure platforms and deployment models in a direct sales role.
• Commitment to continuous professional development and staying abreast of industry trends.

We’re 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 make a 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.

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.

We help take care of your today and tomorrow with industry-leading benefits, support, and services that look after your holistic health and wellbeing. We’re also champions of life balance and offer flexible arrangements that work for you (role and location dependent). We’re always looking for new ways of working that bring out our best, which leads to unexpected ideas. So here, you’ll experience a sense of belonging, and discover autonomy, freedom, and ownership as you work alongside talented people you enjoy sharing knowledge with.

We’re proud to say we’re 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.