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Head of Sales, Federal

Company: Hitachi - Vantara
Location: Reston
Posted on: June 12, 2019

Job Description:

The Company

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

HVF is seeking an experienced, high-energy sales leader with a proven track record of over-achieving revenue, quotas, closing deals and creating a significant pipeline of business. While our sales engine has solid historical performance, we are looking for this leader to take HVF to the next level. As the Head of Sales, you will oversee all aspects of Sales and ensure that we achieve planned growth and revenue objectives across the U.S. Federal Government market. This role will be responsible for developing and executing aggressive growth strategies and comprehensive sales plans to further penetrate into our addressable Civilian, Defense, and IC markets. This role will be responsible for establishing/validating the strategy and managing the execution for the sales organization. Success in this role will produce regular double-digit revenue growth YoY for HVF.

Responsibilities

Execute on the go to market strategy for our federal business sales efforts
Develop and drive a comprehensive sales strategy in support of the Hitachi Vantara Federal priorities and business objectives to achieve revenue goals in the annual operating plan (AOP)
Responsible for overall sales organization including pre-sales, marketing, and team of sales executives; also responsible for sales motions including sell-thru with partners and VARS.
Develop tight partnership and coordination of sales goals with support needs across the HVF organization
Establish vision for growth, enable talent and execute vision in the Federal marketplace
Lead the effort to drive cooperation across the sales organization, execute growth strategy and ensure talent is mobilized with the right tools driving success
Ensure marketing, communications and enablement are leveraged as strategic tools across the sales organization
Work with the leadership team to formulate action plans to both create value to the organization and address opportunities.
Inspire, mentor, develop, and create accountability among a team of sales professionals to expand the business
Grow HVF sales revenue YOY in alignment with growth goals established annually
Establish short, medium and long-term business objectives, including potential investments focused on significantly growing the federal business
Create a culture of success and ongoing business and goal achievement
Advise on development of sales effectiveness infrastructure (processes and systems) that drive desired sales outcomes in a structured and predictable manner
Provide detailed and accurate sales forecasting and manage the federal sales team to exceed quarterly sales quotas
Monitor customer, market and competitor activity to help inform HVF s strategic direction and future opportunities
Manage key customer relationships and participate in closing strategic opportunities
Support learning and development initiatives impacting the sales organization
Establish and maintain productive relationships with fellow executives, customers and prospects
Encourage an energetic, fun sales environment that drives collaboration and competition

Qualifications

15+ years of work experience selling hardware, software, specialty programs, solutions, and/or services in the technology industry; preferably working for an OEM.
10+ years in Federal sales exceeding targets and performance
Demonstrated understanding of the market, players, and future opportunity in the Federal space
Relationship base that can be leveraged across the civilian, defense and IC customer set
Must be knowledgeable of relevant market dynamics, customer base and competition.
Proven business excellence and above average performance with strong ethical standards
Demonstrated track record of significant accomplishment in a leadership role, including successful development of go-to-market and sales strategy, growth and execution plans
Executive presence to relate to all levels including external customers and our internal organization
Sales Team management experience; proven track record to lead through influence and gaining buy in for your vision. Inspirational leadership skills, internal as well as external
Proven experience working with and managing strategic partnerships and establishing new relationships which will create new business opportunities
Demonstrated ability to lead in a highly complex, matrix work environments with multiple stakeholders (internal and external)
Proven ability to motivate and inspire a team to produce amazing results through Strategic Thinking
Possessing a high degree of self-confidence but is able to go out of their way to learn and seek expert counsel from internal and external experts
Possess effective organizational, time management, team building and verbal and written communication skills
Successful experience building and growing multi-channel sales strategies and SI Partnerships
Bring an energetic, thoughtful leadership with a fearless approach to building a winning team
Attract, hire, develop and retain top sales talent who best represent HVF s values, as well as deeply understand deliver against our customers critical missions
Data driven with the ability to set, measure, monitor and share insights on what is working and what is not in order to motivate and optimize the sales function
Top Secret Security Clearance

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.

Keywords: Hitachi - Vantara, Reston , Head of Sales, Federal, Sales , Reston, Virginia

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