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Job Description

Hitachi Vantara, a wholly owned subsidiary of Hitachi, Ltd., helps data-driven leaders use the value in their data to innovate intelligently and reach outcomes that matter for business and society – what we call a double bottom line. Only Hitachi Vantara combines 100+ years of experience in operational technology (OT) and 60+ years in IT to unlock the power of data from your business, your people and your machines. We help enterprises store, enrich, activate and monetize data for better customer experiences, new revenue streams and lower business costs.

The Role  

The Enterprise Account Manager (EAM) is responsible for achieving sales goals for the assigned portfolio of Enterprise Accounts in Chile. The EAM develops account plans to maximize the value of the accounts and to build and nurture client relationships. The EAM ensures alignment to global and regional strategy. This role identifies leads, develops tracking opportunities from identification to close, identifies up-selling and cross-selling opportunities within the account and develops action plans. The EAM is expected to recommend customized solutions using the application of specialized/vertical knowledge. This role is expected to carry 5-10 enterprise accounts.


  • External contact with end users and partners.
  • 80% of available time should be spent in the pursuit of opportunities by having daily contact with assigned accounts.
  • Complete Focus Account Documents (FAD) for every focus or investment account in the assigned territory and will coordinate the overall execution of the plan.
  • Carry a quota and/or MBOs for assigned accounts based upon activity levels and penetration at each account.
  • Establish solid relationships at all levels within their assigned accounts and direct account related activities to ultimately achieve better account control than our competition.
  • Manage a virtual team of colleagues that will change depending on the sales campaign and must be able to lead the team and provide constant direction.
  • Responsible for the integrity of the proposals submitted including the overall structure of the deal and the pricing of the opportunity (as per any price approval guidelines).
  • Provide regular forecasts to the district manager of current and pipeline opportunities.
  • Recognize, analyze and take action on go-to-market approaches, marketing programs, joint value propositions and business cases around strategic partnerships.



Specialist Experience

  • BS degree in related field required; MBA preferred
  • A minimum of 10 years’ experience in complex sales pursuits ideally in conjunction with a Systems Integrator or working directly in a client facing sales role.
  • Proven track record of building a successful sales organization.
  • Demonstration of success in large account management and quota achievement.
  • Experience in sales, sales leadership, product marketing, technical sales, sales engineering, business development or alliance management roles in Enterprise IT technology vendors.
  • Knowledge and experience in defining solution packages that combine Systems Integrators Best Practice type services with Hitachi Vantara technology and services to deliver a higher value (Total Solution) to an end user customer.
  • Must be fluent in English.
  • Extensive experience in partnership development and program management.
  • Consultancy experience preferred.


Please note that all information in this job description is accurate at the time of posting. Please be aware that companies may change details and/or closing dates without notice.

Job Summary

  • Chile
  • Technology
Job Type
  • Full-time
  • Negotiable
21 June 2019
Applications Deadline
06 September 2019

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