Pre Sales Solutions Consultant
Hitachi Vantara, a whollyowned subsidiary of Hitachi, Ltd., guides our customers from whats now to whats next by solving their digital challenges. Working alongside each customer, we apply our unmatched industrial and digital capabilities to their data and applications to benefit both business and society. More than 80 of the Fortune 100 trust Hitachi Vantara to help them develop new revenue streams, unlock competitive advantages, lower costs, enhance customer experiences, and deliver social and environmental value.
The Solution Consultant SC is a customerfocused technical sales professional who leads the PreSales effort by creating opportunities and partnering with the Account Manager in building a customer centric sales value proposition. The SC provides high level technical information and designimplementation guidance to one or more customers in a dedicated manner. The SC coordinates additional resources Technical Experts TE, Demo labs, etc. to recommend, develop and propose appropriate customer solution and services offerings.
The SCs primary role is to a establish a trust relationship with the account, b develop a strong understanding of the customers issues and business, and c formulate a strategysolution that provides a positive impact to the customers business. The SC owns the technical customer relationship and manages the technical aspects of the opportunity. The SC must possess strong technical and interpersonal skills to lead technical discussions with the customer and account team, regarding the challenges in todays market, industry trends, and the Hitachi Vantara vision.
It is through the SCs broad knowledge base and understanding of the customer requirements that the SC applies advanced subject matter knowledge to complex business issues. The SC must translate these business needs into technical requirements, develop and present a technical vision, business case and physical solution specifically modelled for their customer. The SC must be able to manage multiple campaigns, while serving as the central point of technical contact for their customers, as well as, the Hitachi Vantara account team.
Understand customer and industry drivers and resulting business requirements.
Understand the major transformational factors for the customers industry.
Partner with account manager to define the business account plan.
Support opportunity prospecting by proactively generating leads through customer meetings, seminars and education.
Gather intelligence on customer business issues and strategies in order to align Hitachi Vantara technology and solutions to address the customers requirements.
Understand Hitachi Vantara offeringssolutions that align to customer priorities
Often communicate and commit to internal technology and solutions roadmaps and NDAs, to help spur conversations around innovation.
Conduct assessment of client business requirements and potential opportunities and create gap analysis and transition roadmap for products, solutions and services leveraging Hitachi PreSales tools.
Apply knowledge of customer business requirements to the creation of a Technical Account Plan and strategy, ensuring alignment with sales plan.
Define customer business problemopportunity in a technical context.
Refine and research technical requirements of the opportunity.
Understand ecosystem of solution providers and ISVs likely to positively influence customer decisions.
Take the lead on moving deals through the sales process by knowing how and when to engage the appropriate Hitachi Vantara and partner resources, tools and programs such as TEs, Services Team, demo labs, competitive resources, etc. to help accelerate the sales process and reduce the time to technical close.
Define solution options and articulate the benefits of a Hitachi Vantara solution.
Understand customer consumption preferences when options exist.
Lead research of potential competitive offerings for the proposed solution.
Develop and Present Solutions
Orchestrate all technical resources engaging the right external resources, as well as Hitachi Vantara resources, with the right people at the right time
Coordinate the personnel and resources of customers, alliances, internal resources and partnerships required to implement and advance the technical account plan
Develop the technical response to RFxs or the technical elements or approach for the proposal, including products, solutions, software and services
Leverage external resources as needed for RFxs, competitive material, etc. E.G. TE, Deal Operations etc.