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.
