Services Sales Principal

Role Summary
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.