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Job Title: Business Development, Data Center NAM
Reporting to: Head of Sales & Marketing Grid Automation NAM

Mission Statement

The role for Date Centers in North America is responsible for establishing the strategic direction for market approach and trends, brand recognition, coordinating across cross functional teams, and proposing new business ideals and respective campaigns to drive revenue growth, as well as building GA market share for Hitachi Energy. The position demands diverse expertise in Data Centers substation automation and digitization, protection and control, wireless communication, and ESS software solutions while leveraging the entire Grid Automation portfolio.

Strategy

• GPG and Global Sales Collaboration – Work closely with Data Center focused resources including the development of the data center business strategy while helping identify where to sell and respective sell to segments. Direct reporting line to Hub sales leader, while also collaborating with the global vertical Data Center teams.
• Drive innovation while consulting with senior management to discuss innovation and/or development of existing and net new solutions and services to meet VOC and market demand.
• Drive business growth within the NAM region by collaborating with the OU leadership, Global Data Center team, and GPG in executing one-year goals and objectives, while planning for the next five years with a key KPI on achieving pipeline goals.
• Lead by example by engaging the global vertical team, taking ownership, and fostering close collaboration with Front End Sales (FES) Datacenter team and the Channel/Partner ecosystem that serves the datacenter NAM market. In addition, it is important to work closely with the BUs (TR, GI, HV, and Services) and their strong position in datacenters while collaborating with the respective BU business development resources.
• Collaborate and execute the overall business strategy/plan, develop and maintain key customer relationships/alliances, obtain target market share for the data center segment, develop the competitor landscape, define the Hitachi differentiation, and value proposition on how to win. Strong acumen in advanced techniques in highly complex B2B opportunities.
• Prospecting and building pipeline by researching organization, key personas, and customer player maps, establishing lighthouse customer success stories, attending conferences and industry events, working closely with marketing to drive successful campaigns.

Key Responsibilities

• Further the development and maintain the Data Center strategic business plan while defining the value proposition and solution mapping to represent the One Hitachi offering with a focus on GA solutions. This includes close collaboration and enablement with sales to drive profitable opportunities and pipeline growth in North America to meet orders/revenue objectives while balancing System and Product Sales to meet financial targets.
• Relentless focus on success KPIs that include brand recognition/market share, generation of new pipeline, strategic new logo pursuits, customer facing interactions, attending customer/industry events, and providing VOC back to the GPG and BUs.
• Maintain a strategic mindset while working with global vertical sales, OU, and GPG that supports one-year goals and plan for the next five years. This includes collaborating with the OU leadership and Market Director in the creation of account plans, territory/regional mapping, country strategy based on total market availability versus addressable market.
• Collaborate with Hitachi Front End Sales and other business units using the One Hitachi approach, including developing strategic partnerships with channels and the partner ecosystem.
• Work closely with sales, marketing, technical pre-sales, and the GPG to develop structured enablement plans and support execution of strategic sales/marketing campaigns.
• Lead by example in matrix team approach in completing account plans, pipeline reviews, close plans for strategic opportunities, forecasting, and win/loss reviews.
• Support the commercial team in nominating key capture/must win team opportunities and participate in net new large opportunities, developing and communicating strategies for market penetration.
• Collaborate with GA sales and presales, FES, and partner ecosystem resources to drive credibility, use cases, light house customer references, and expertise in positioning the value proposition and targeting new customers in the data center segment.
• Provide customer (VOC) feedback to FES, Global Datacenter vertical team and GPG, strategically communicating needs and new requirements for consideration in the region.
• Work closely with sales and marketing on key initiatives while collaborating with the Marketing Director and NAM sales manager on annual data center budget planning, resource planning, and global coordination.
• Close participation with the Global BU M&S teams, global data center vertical team, and leadership to ensure compliance with all global directives and success measurements for the data center segment.
• Gather key market information, establish key customer relationships/alliances and be the VOC conduit back into the business.
• Develop strong relationships with the GA commercial leadership team while representing a total GA solution within the data center segment.
• Participate in strategic proposal opportunities, generating new account potential, and executing upsell/cross-sell strategies with existing customers. Collaborate with cross functional peers on pricing and risk assessment during the proposal phase.

Challenges

• Drive a cultural shift from product selling to solutions/challenger selling while exploring new possibilities in a low market share business.
• Develop market campaigns with defined market potential.
• Work close with Hub VP of Sales & Marketing to improve organizational capabilities in sales, marketing, and sales execution processes.
• Collaboration with sales and marketing to generate action plants to drive significant pipeline to achieve short/long-term growth initiatives over five years.
• Winning the first true (total GA solution offering) lighthouse account for data centers.
• Improve engagement between business units and FES relative to AC offerings and overcoming competitive preference while offering One Hitachi solutions.

Requirements

• Team player with a sense of urgency for driving success through pipeline generation, identifying new customers, supporting the sales strategy, and delivering results. Ability to lead or participate in a team environment.
• Experience with traditional and non-traditional grid automation technologies including battery energy storage systems, automation and control, and enterprise software.
• Demonstrated complex selling expertise while collaborating in a cross functional environment with relevant experience with traditional and non-traditional grid automation technologies including battery energy storage systems, automation and control, enterprise software.
• Minimum of 15 years’ experience in electrification and electric utility field, including with battery energy storage, microgrids, and advanced automation
• Proficiency in translating technical requirements into engaging solutions; exceptional verbal and written communication skills; willingness to travel as necessary.
• A bachelor’s degree or equivalent in Engineering, Business/Economics, or Information Systems (MBA preferred).
• Candidates must already have work authorization that would permit them to work for Hitachi Energy in North America.
• Self-directed, but with strong interpersonal skills
• Should be customer-centric, solutions-focused, articulate, and comfortable building relationships
• Travel: This role requires 25% travel within North America

Skills

• Customer Focus: Prioritize customer needs and build strong relationships.
• Hunter/Retention Mindset: Retain key customers while generating new opportunities.
• Business Outcomes: Focus on solution selling rather than siloed product positioning.
• Problem-Solving: Address customer concerns and devise mutually beneficial solutions.
• Decision-Making: Make prompt, well-informed, collaborative decisions.
• Leadership: Lead by example, develop business strategies, and enhance performance.
• Negotiation: Support the sales team in closing deals and sustaining relationships.
• Strategic Planning: Formulate plans, set targets, and align efforts.
• Team Collaboration: Work efficiently with colleagues, listen, lead, and share insights.
• Adaptability: Adjust to market changes and customer needs and rapidly fast paces segment.
• Strategic Thinking: Identify problems, opportunities, and anticipate challenges with an agile mindset.
• Influence: Persuade and earn the right with customers while influencing internal teams.
• Tools: Proficiency in SFDC, PPT, XLS, Power BI, prospecting tools, and marketing demand generation.

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