Job Summary:

Primary job objective is to hunt and drive sales opportunities in the assigned territory for Hitachi Solutions offerings in the Microsoft Dynamics 365 F&O, CE and Power Platform. Secondary objective is to manage assigned accounts for more up sell and cross sell opportunity and day to day account management.

Job Responsibilities:

Identify and qualify opportunities to achieve sales booking targets.
Manage sales through forecasting, qualification, account strategy, and planning.
Leverage and involve multiple stakeholders in Hitachi Solutions and Microsoft to ensure high win rate.
Develop solution proposals encompassing all aspects of the deal.
Participate in the development, presentation, and articulation of a value proposition.
Negotiate pricing and contractual agreements to close the sale.
Identify and develop strategic alignment with key influencers.
Track and update internal CRM system for Sales Pipeline, Contact and Accounts.
Work with key partners such as Microsoft, Hitachi Asia (HAS), and ISV partners to identify and qualify opportunities.
Join weekly sales meeting and provide timely reports.
Execute industry strategy and acquire new customers in the assigned industries.
Comply with the internal processes related to customer screening, deal evaluation, pricing approvals, and Phase Gate.
Ensure effective leadership is implemented when managing a team or project team.

Job Quailifications:

8 - 10 years of experience in a similar role selling enterprise solutions, implementation services, and support services to clients in the assigned territory.
Track record of achieving sales targets, as is experience in selling IT projects and solutions.
Demonstrated expertise in Account Management, Account Planning, and Territory Management, managing assigned accounts while identifying upsell and cross-sell opportunities.
Proven track record in Business Development and Strategic Sales Planning, hunting and driving new sales opportunities for Microsoft Dynamics 365 F&O, CE, and Power Platform offerings.
Strong Customer Value Management and Client Focus, developing solution proposals, articulating value propositions, and delivering results aligned with client needs.
Advanced Managing the Sales Process skills, including forecasting, opportunity qualification, pipeline management, and contract negotiation.
Solid Market, Industry, and Competitive Knowledge and Product and Technical Knowledge to provide expert guidance to clients and internal stakeholders.
Demonstrated ability in Revenue and Profitability Management, achieving sales booking targets while maintaining margin and value alignment.
Strong achievement orientation, consistently meeting and exceeding sales targets and business objectives.
Exceptional analytical thinking, critical judgment, and decision-making, leveraging data, market insights, and financial information to guide sales strategies.
High attention to detail in proposals, contracts, CRM updates, and account documentation.
Ability to think strategically, visioning and alignment, and align team and organizational goals with market opportunities.
Strong business perspective and using financials to assess opportunities and support sales growth initiatives.
Skilled in digital literacy and technical capability, leveraging Microsoft solutions, CRM tools, and digital platforms to drive sales effectiveness.
Excellent facilitation, impact and influence, and fostering communication skills to work with multiple stakeholders, including Microsoft, ISV partners, and internal teams.
Ability to network, partner, and build relationships across cultures, demonstrating bridging cultures and embracing diversity.
Demonstrated creativity and innovation, continuous learning, and nurturing innovation in developing solutions, go-to-market strategies, and client engagement approaches.
Strong team leadership, managing people, and inspiring others, fostering learning and development, and ensuring accountability within the sales team.
Proven skills in project management, planning and organizing, problem solving, and improving business processes to optimize team performance and deal execution.
High emotional intelligence, acting with empathy and compassion, managing conflicts, and building trust across clients and internal stakeholders.
Demonstrated ability in resilience, agility, and adaptability to navigate dynamic market conditions and organizational changes.
Committed to corporate social responsibility, exemplifying integrity, and quality focus in all sales and leadership activities.
Strong ability in negotiating, using information technology, using financials, and risk taking to close deals and drive business growth.
Capable of leading change, visioning and alignment, and strategic thinking to align organizational priorities with market opportunities.
Willingness to travel, both locally and internationally, for client engagements, meetings, or business events as required

Technology and Tools Proficiency

Proficient in MS SharePoint for storing and managing sales documents, account information, proposals, and collaboration across teams.
Strong working knowledge of MS Teams for virtual client meetings, team collaboration, and stakeholder communications across regions.
Advanced skills in MS Excel for tracking sales pipelines, forecasting, analyzing sales performance, and generating reports.
Skilled in MS PowerPoint for creating compelling client presentations, solution proposals, and executive updates.
Proficient in MS Word for preparing proposals, contracts, correspondence, and sales documentation.
Experienced in MS Power BI for analyzing sales data, visualizing account performance, and delivering data-driven insights to management.
Proficient in MS Outlook for professional communication, scheduling client meetings, and managing internal coordination.
Experienced in LinkedIn Sales Navigator for prospecting, relationship building, and identifying new business opportunities.
Skilled in D365 Sales for managing leads, opportunities, accounts, and overall CRM-driven sales processes.
Proficient in D365 Customer Insights for understanding customer behavior, segmenting accounts, and driving personalized engagement and targeted sales strategies.

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