Hitachi Data Systems provides information technologies, services and solutions that help companies improve IT costs and agility, and innovate with information to make a difference in the world. Our customers gain compelling return on investment (ROI), unmatched return on assets.
Mission: Society’s need for advanced technologies is constantly evolving; in turn, so is Hitachi. With its determination to improve the quality of life for the global community, Hitachi decided to focus on the Social Innovation Business.
We are recruiting to fill the position of:
Job Title: Sales Director
Ref No: 016034
Location: Nigeria
Reporting to: The Regional Sales Manager for ROSSA (Rest of Sub Saharan Africa)
Job Summary
- The Regional Sales Manager will lead and drive revenue generation in Nigeria. Challenging growth targets set for the current financial year and beyond.
- They are responsible for achieving sustainable and profitable growth, delivering increases within key focus areas where HDS must accelerate market share.
- Taking ownership of revenue targets in the defined territory to include Hitachi Storage Solutions, including Enterprise and mid-range hardware and software, File & Content, Converged Solutions and Services.
- The role requires strong leadership qualities and is the ideal challenge for a visionary with an entrepreneurial approach.
Principal Accountabilities
Planning & Budgeting:
- Develop, gain agreement to and implement strategic business plans to drive continual profitable growth across the territory
- Develop, gain agreement to and fulfill appropriate annual plans for local operations
- Monitor regularly progress against plans, recommending and implementing agreed corrective action
- To plan a pipeline of 5 x annual quota
Sales & Marketing Management:
- Drive development and implementation of sales strategy specific to the individual Country market requirements to enable continual profitable growth
- Set sales goals and manage appropriate allocation of targets to Sales organization
- Maintain relationships with key customer executives
- Maintain relationships with key partner executives
- Drive sales activities across Poland and act as the senior representative in the market for high level sales interactions and customer/partner meetings as necessary
Communications:
- Ensure cross-functional communications, including engaging with the Service organisation in SSAF to ensure that technical resource is sufficient to support the growing business
- Promote the Corporate image of excellence, growth, stability and strength through all appropriate means. This would include:
- Customer and prospect visits
- Internal ‘communications’ meetings
- Press briefings
- Trade and Professional Institutions
- Product launches.
- Drives development of appropriate local policies that support the principles of European and Global policies
- Partner with functional and leadership groups to ensure that all are aligned to addressing the requirements, opportunities, constraints, competition and other factors of the territory.
People Management:
- Ensure Corporate policy is followed in respect of people issues, partnering with Human Resources Director where necessary
- Within the appropriate headcount policies and budget, manage the selection and appointment of all staff in the region, ensuring counsel is sought from the appropriate HQ functional management
- Ensure appropriate personal development plans are in place for direct reports, and that performance management is embedded throughout the Sales organisation
- Drive the development of appropriate succession plans to enable stability and continuity of the team
- Managing via managers experience
Qualifications and Experience Required
- Significant experience of building and managing sales teams in a complex multi-country environment
- Business or Technical Degree
- Demonstrated success in driving sales organisations to sustainable growth
- Knowledge of enterprise customers in Nigeria , especially in the IT Infrastructure space
- Knowledge of RSIs, SIs and Distributors for IT Infrastructure products across Kenya.
- Fluent in English
- Successful P&L management to produce profitable results
- Natural communicator at all levels
- Demonstrated success as a team builder and able to manage across territories, functions and in a matrix environment
- Able to manage complexity and ambiguity and drive plans to successful execution
- Change oriented, able to positively influence others to embrace change
- Demonstrates strong drive to achieve, ability to motivate a team and collaborate to achieve success
- Strong strategic planning capability
Job Title: Specialist Solutions Consultant
Ref No: 016877
Location: Nigeria
Direct Reports: None
Role Purpose
Ref No: 016877
Location: Nigeria
Direct Reports: None
Role Purpose
- Provide in-depth pre-sales technical support for Sales (Direct and Indirect) and Channel Partners.
- Be a pre-sales centre of competence for specific HDS Services and Solutions and have a detailed knowledge of all the others.
- Collaborate with other support functions to drive HDS Product and Service revenues whilst maximising customer satisfaction.
- Develop relationships with customers to ensure an appreciation of current and potential benefits available from HDS products and services in their environment.
Key Responsibilities
- Lead project/virtual solutions bid teams as appropriate.
- Advise / educate HDS customers, staff and Partners on the technical advantages of the HDS solution with respect to the business need it satisfies.
- Be regarded internally and externally as pre-sales subject matter expert
- Understand a customer’s environment and support the account team to develop the customer’s storage strategy.
- Design HDS storage solutions to represent the optimum technical solution for a customer’s business applications.
- Identify sales opportunities for the HDS Product, Solutions and Services portfolio.
- Assist / enable Systems Assurance raising and progressing any necessary Interoperability Support Requests
- Deliver formal presentations and coordinate/deliver demonstrations of HDS Storage Solutions and Consultancy Services to Customers and Partners.
- Assist in the completion of proposals for HDS Storage Solutions
- When authorised, deliver roadmap and NDA presentations to customer / HDS staff
- Advise on industry-wide technologies, and directions.
- Provide competitive product / solution comparisons.
- Ensure that Services personnel are involved at the earliest opportunity within a sales cycle to facilitate a clean hand-over of the engagement to GSS and CS&S.
- Technically support GSS in their delivery and where necessary participate in project review meetings.
- Ensure HDS solution performs at the customer site to it’s full potential and that customer personnel are aware of the benefits (ROI) provided
- Liaise closely with GSS and be the glue that binds the value proposition to the technology.
- Develop pre-sales technical product and marketing relationships with EHQ and SC.
Qualifications
Key Skills, Knowledge and Experience:
- At least five years experience within an area of like discipline within a similar competitor organisation, end user or IT consultancy services provider
- Ability to develop a detailed knowledge of all core HDS Products – Hardware, software, solutions and services
- Detailed knowledge of other 3rd party HDS Products – depth and breadth
- Complete ability to understand and exploit customer’s technical issues and align solution to business need.
- Conversant and comfortable with written and spoken business English
- Good personal presence, well-organised, adaptable and clear thinker.
- Ability to work in unstructured environments/situations and handle multiple demands with competing and changing priorities
- Ensure effective team work and communication in all engagements – with customer staff, HDS account teams and Services colleagues
- Take advantage of all types of available education material and methods to broaden skills and develop agreed areas of specialisation
- Willingness to accept responsibility and accountability.
- Innovative, actively looking for solutions to challenges.
- Comply with all published HDS policies and guidelines
“Soft” Skill:
- Appreciation and knowledge of IT industry challenges and related business issues
- Deliver detailed product / solution / strategy / exhibition / event presentations
- Deliver product announcement education to the direct / indirect and Partner workforces
- Detailed knowledge of application to spindle infrastructures with special regard to performance
- Knowledge of industry best practices for specific solution areas
- Co-ordinate / generate business solution proposals
- Excellent customer handling skills – respect and deliver on commitments
Key Competencies:
- Business Acumen
- Customer Focus
- Decision Making
- Relationship Management
- Managing for Results
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