Software Sales Account Executive - EPM

General Information:

Hitachi Energy serves customers in the utility, industry and infrastructure sectors with innovative solutions and services across the value chain. Together with customers and partners, we pioneer technologies and enable the digital transformation required to accelerate the energy transition towards a carbon-neutral future.

Hitachi Energy is seeking an Account Executive to join it’s Energy Portfolio Management (EPM) Software Solutions team. As an Account Executive, you will have the responsibility for generating revenue by selling  EPM software solutions and associated services directly to prospective clients. You will also be in charge of proactively developing the sales pipeline and driving opportunities to fruition.

EPM solutions cover the following major areas of the electricity industry and energy markets:

• Energy trading solutions (applicable to both wholesale and retail market participants)
• Software to aid generation portfolio optimization, short to long-term planning and energy market forecasting;
• Electricity price forecasting and energy market outlook reports; and
• Electricity system data (market simulation and outlook).

You must demonstrate a high-level understanding of business processes and integration solutions in EPM & beneficial knowledge of ETRM (Energy Trading & Risk Management) industry. You will also need to work with the pre-sales team and subject matter experts in order to prepare and submit documents such as RFI/ RFQ/ RFP.

In developing the pipeline and scoping sales opportunities, you need to be able to visualize the technical requirements communicated by various departments of a prospective client, and to be able to synthesize these into proposed solutions which the client will find compelling.  You must be able to understand the implicit and explicit requirements, and navigate these from a techno-commercial perspective.

Your Responsibilities:

• Develop sales plans, strategies, and presentations designed to deliver revenue growth. 
• Perform sales activities to achieve or exceed assigned revenue objectives. 
• Meet new account sales quotas for products and services by closing recognizable contracts.
• Call on existing and prospective customers to identify opportunities and solicit orders.
• Analyze customers' needs and recommend solution that best meets the customers' requirements. 
• Work independently to develop the sales pipeline
• Remain knowledgeable of organization's products/services to facilitate sales efforts. 
• Compile lists of prospective customers for use as sales leads based on industry information sources
• Work with marketing and regional front-end sales to develop visibility to prospective clients
• Enter new customer data and other sales data for current customers into CRM systems (e.g. Salesforce.com) database. 
• Promptly follows up marketing leads and other customer-based actions.
• Work with global technical resources to produce the most compelling and concise proposal response.
• Quote prices and credit terms and prepare sales contracts. 
• Living core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.

Your Background:

• Degree in marketing or business administration or business-related degree and 10 years of experience selling software solutions.
• Candidate must already have work authorization that would permit them to work for Hitachi Energy in the United States.
• History of success developing target market pipeline growth for any related territory.
• Ability to apply a consultative sales approach focused on value and customer outcomes to new and existing customers.
• Proven success working within a matrixed organization and establishing strong relationships across all the extended sales team.
• Demonstrated Experience of successful selling software into Electricity industry or energy markets.
• Manage and set clear, measurable performance goals to achieve sales quota.
• Customer oriented.
• This individual is persuasive and rapidly commands credibility and respect. Possesses excellent presentation and communications skills and is well-versed in representing the company to senior executives; business partners and C-suite executives etc.
• Growth mindset and a continuous learner with the ability to adapt to changing market conditions and willing to share best practices to enhance team capability.
• Action oriented individual who can manage multiple tasks.