Account Executive, Small & Medium Corporate Sales

Account Executive, Small & Medium Corporate Sales

Hitachi Solutions is a global Microsoft solutions integrator passionate about developing and delivering industry-focused solutions that support our clients to deliver on their business transformation goals. Our industry focus, expertise, and intellectual property is what truly sets us apart. We have earned, and continue to maintain, a strategic relationship with Microsoft. Recognized for our achievements - teaming with our clients to deliver innovative digital solutions and services - is how we have achieved year after year recognition.

As their trusted advisor, we support our clients to deliver on their strategic business initiatives as they unify, automate, and modernize their data and operations to increase efficiency, reduce costs, and enhance their customer's experience. Our over 3,000 team members across 14 countries, and our 18 years of 100% focus on Microsoft technologies and business applications, is how we deliver excellence through expert services and industry-focused cloud solutions.

A part of Hitachi, Ltd., our company has a long and rich history of innovation, financial strength, and international presence of one of the world's largest companies. Since 1910, Hitachi, Ltd. has been a leader in manufacturing innovative products and solutions that support industry and social infrastructure around the globe supported by 303,000 employees in over 100 countries and across 864 companies.

Job Description

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 teamsincluding pre-sales, industry specialists, and Microsoft stakeholdersto 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.

Qualifications

• Post-secondary degree/diploma in Business, Computer Science or a related discipline or work experience equivalent.
• Minimum 5 years of experience in industry roles, collaborating with mid to senior-level executives; experience with Microsoft and consulting environments is a strong plus.
• 5+ years of account management experience closing large complex deals.
• Demonstrated success in hunting and acquiring new logos.
• Prior successful sales experience selling technical services that leverage both on-premise and Cloud based technologies
• Preference for candidates that have sold Consulting services leveraging the Microsoft stack including Dynamics 365, Power Platform, and/or Azure, SQL, Machine Learning, IoT, and Modern Solutions.
• Existing relationships with Microsoft customer-facing account teams are preferred but not required
• Strong written and presentation communication skills
• Experience working with third-party vendors and partners
• Ability to thrive in a dynamic and entrepreneurial environment and to work with a team

Additional Information

Why Join Hitachi Solutions?

• Step into a high-impact role that builds upon a foundation of deep industry expertise.
• Leverage your reputation and knowledge to drive innovation and transformation for leading organizations.
• Be part of a globally recognized team committed to excellence, collaboration, and growth.

We are an equal opportunity employer. All applicants will be considered for employment without attention to age, race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

Base Salary Pay Range*: USD $97,500 USD $147,500

*The current applicable Base Salary Pay Range for this role is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, experience, knowledge, skills relevant to the role, internal equity, alignment with market data, or other law.

Other Compensation / Benefit Overview

In addition to Base Salary, the successful candidate may be eligible to participate in the following plans / programs, upon satisfying all hiring requirements:

• Annual Sales Incentive Plan
• Medical, Dental and Vision Coverage
• Life Insurance and Disability Programs
• Retirement Savings with Company Match
• Paid Time Off
• Flexible Work Arrangements including Remote Work