Title: Account Executive, SMC Sales
Location: US West (Remote)
Reports To: Senior Director, SMC Sales
Travel required: average 20-25%
As a Hitachi Solutions Account executive, you will be responsible for growing your market by participating in all phases of customer engagement. This role will focus on growing sales opportunities within all Microsoft solution areas. This encompasses offerings within the Business Application (BA) solution area, including Microsoft 365, Dynamics 365 (ERP and CRM), Power Platform, and Customer Insights, and the Microsoft Azure solution area, including Data and Analytics, Data Science, AI/ML, and Modern Solutions. The successful candidate will be a self-motivated individual, who can work under dynamic conditions and can foster productive relationships within a diverse customer base.
You will focus on:
- Build and grow trusted customer relationships through consultative, value-driven engagement.
- Develop a deep understanding of customers’ business and technology priorities to identify aligned opportunities.
- Create and execute strategic account plans to drive pipeline growth, accelerate sales cycles, and achieve revenue targets.
- Lead and coordinate cross-functional teams—including pre-sales, industry specialists, and Microsoft stakeholders—to ensure successful execution of account strategy.
- Manage multiple accounts, prioritizing effectively to meet evolving customer needs and business goals.
- Own the full sales cycle from opportunity creation to close, ensuring a high-quality customer experience throughout.
- Maintain accurate pipeline management, forecasting, and reporting to enable predictable business performance.
- Identify and execute on upsell and cross-sell opportunities within assigned accounts.
- Act as a strategic advisor and thought partner, capturing and applying customer feedback to maximize long-term value.
- Build and maintain strong relationships with Microsoft field teams to drive joint sales motions, co-sell alignment, and mutual success.
- Collaborate with marketing to support demand generation activities including webinars, events, and Account-Based Marketing (ABM) campaigns.
- Engage with senior leadership, both in business and IT, to position our solutions as enablers of transformation and growth.
- Own new logo acquisition efforts within the SMC segment, identifying and closing net-new business aligned to Microsoft’s key solution areas.
- Build and execute territory and account plans, with a focus on whitespace penetration and high-value prospects.
- Partner closely with Microsoft field teams to uncover, qualify, and jointly pursue co-sell opportunities through the Microsoft commercial marketplace and co-sell motion.
- Collaborate with marketing on outbound strategies, and lead-gen programs targeting priority SMC accounts.
- Maintain high activity levels and meet KPIs related to pipeline creation, and opportunity conversion.