Location: Phoenix, Arizona; Santa Fe, Mexico; Boston, Massachusetts; Trenton, New Jersey; Remote
Function: HV Presales
Requisition ID: 1033016
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.
If you've seen the Las Vegas Sphere, you've seen just one example of how we empower businesses to automate, optimize, innovate - and wow their customers. Right now, we're laying the foundation for our next wave of growth. We're looking for people who love being part of a diverse, global team - and who get excited about making a real-world impact with data.
The Team
Hitachi Vantara, a wholly owned subsidiary of Hitachi Ltd., delivers intelligent data platforms, infrastructure systems, and digital expertise that support more than 80% of the Fortune 100. Learn how Hitachi Vantara turns businesses from data-rich to data-driven through agile digital processes, products, and experiences.
What You Will Be Doing:
Sales Support
- Primarily engage in top opportunities or beachhead accounts, whether enterprise or commercial-based customer
- Proactively collaborate with account teams in the different stages of the sales cycle, providing focus solution expertise assistance while serving as the "go to" expert
- Proactively pursue and coordinate with sales, presales, and services leadership, together with partner managers and account teams to prioritize high value opportunities to engage on
- Frequently communicate and commit to delivery of internal technology and solutions roadmaps and NDAs, to help spur conversations around innovation
Solution Development and Presentation
- Proactively collaborate with the account SC and Partner's SE to develop the complete technical response, within their area of specialization, to RFPs, in customer presentations, solution design, etc.
- Proactively provide and leverage focus specialty technical expertise to real customer requirements for support of presales solution development, presentation and demonstrations of solutions/products (through Proof of Concept (PoC) and Center of Excellence (CoE) use - as they apply).
- Proactively represent technology domain to support broader technical and business architecture, as well as business case development and business value demonstration.
- Proactively contribute to the competitive analysis of the solution, leveraging his/her knowledge of high/low level details of area of specialization including hands-on experience in implementation, configuration/setup, and use
- Proactively recognize a competitor's technological advantage in specialization from a customer's / partner's perspective, describing Hitachi Vantara current competitive positioning
- In a self-driven and proactive fashion, develop and maintain a comprehensive knowledge of broader set of competitive solutions, competitor messaging and sales cycle impact. Be able to formulate a response to competitive claims against Hitachi Vantara products / features / technologies within area of specialization.
- Know when to collaborate and when to compete with other key providers in your specialty, identifying technical win strategies
- Proactively develop, maintain and share knowledge of ROI information as it exists and how relevant solutions commonly impact customers based on TE's previous experience
- Proactively and with an ongoing sense of ownership, develop and present customer facing technical material related to area of specialization, leveraging awareness of business outcomes as determined by and collaboration with account team.
- Be recognized as a subject matter and industry expert in area of specialization and proactively take a lead role in mentoring SC team members, partners, customer engineering resources, sharing knowledge and best practices throughout Hitachi Vantara and the TE Community.
Relationship Building and Nurturing with key clients, internal resources and partners
- Network effectively to build trust and confidence
- Focus on interactions with higher levels within the customer (e.g. up to the Chief Architect or CxO levels)
- Build relationships with account teams, customers and partners solidifying their understanding of TE technical leadership within area of specialization
- Eliminate technical and competitive hurdles with the customer and partner during the sales process
- Act as a trusted advisor within specific technical domain, with respect to the TE's top opportunities and advise on a design in their area of specialization
- Consult with the account team to recommend best Partner/Partner Engineer to assist on an opportunity
- Be proficient in concisely communicating a business problem statement, impact and possible solutions
- Build relationships with peers within area of specialization
- Assist Services group in scoping exercises, drawing on resources (particular services and relationships) in a Pre-Sales capacity and identify the best resources
Personal and Organizational Development
- Proactively pursue development of an advanced understanding of area of specialization, continuing to focus development and position of "go to" expert for technical specialization
- Be able to design and deliver a customized demo / PoC / Proof of Value (PoV) for a customer (within or outside of the CoE environment)
- Maintain ongoing focus on developing role as a subject matter and industry expert in one primary technology domain, including in-depth knowledge of: Hitachi Vantara and industry technologies, architectural approaches, applications, services, vendors, partners, systems relevant to their industry, technology trends, innovations and market changes/direction.
- Establish advanced knowledge of products and solutions that are outside of focus technical specialty (e.g. Data Management/Protection, Data Intelligence, Virtualization and Applications)
- Establish 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 maintain a large and active network of influencers
- Actively develop technical, professional and sales skills
- Explore internal and external certifications that increases value and impact to the TE role
What You Will Bring to the Team:
- 10+ years of technical presales experience within the same technology industry
- Strong relationship skills and executive-level presence
- Strong leadership, communication, and technical skills
- In-depth technical consulting skills within a primary domain, including ability to ask probing questions, obtain deep understanding of business and technical needs, define trade-offs, and recommend appropriate Hitachi Vantara solution capabilities into a broader technology and services environment, and expertly defend recommendations in competitive environments
- Recognized as a subject matter expert in one primary technology domain, including in-depth knowledge of: Hitachi Vantara and industry technologies, architectural approaches, applications, services, vendors, partners, and systems relevant to their industry
- 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.
- Strong negotiation skills
- Demonstrated experience and leadership in technology specialization
- Demonstrated technical sales experience
As required by the equal pay and transparency acts, the expected compensation for this position is: 150K to 180K base salary.
The expected pay is determined based on a variety of factors including, but not limited to, depth of experience in the practice area. Employees are eligible to participate in Hitachi Vantara's bonus, sales target incentive or commission pay programs, where applicable, and are subject to the program's conditions and restrictions.
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 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.
#LI-JT1
Championing diversity, equity, and inclusion
Diversity, equity, and inclusion (DEI) are integral to our culture and identity. Diverse thinking, a commitment to allyship, and a culture of empowerment help us achieve powerful results. We want you to be you, with all the ideas, lived experience, and fresh perspective that brings. We support your uniqueness and encourage people from all backgrounds to apply and realize their full potential as part of our team.
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. 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.
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Hitachi - Vantara
May 09, 2025