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Master Financial Services Representative

Hitachi

2 - 3 years United Arab Emirates - United Arab Emirates

Any Nationality


, Posted on June 12, 2018 1 Opening

Job Description

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Key Responsibilities
• Field based sales support role with quota and commissions, dealing with local sales teams, customers / prospects / partners / internal and external stakeholders to position, structure, price, optimize, finance, and execute Hitachi Vantara commercial & financial solutions to satisfy Customer & Hitachi Vantara needs.
• End to end management and accountability of the commercial & financial solution to support opportunities from initial customer meeting to contract whilst ensuring the company win rate / revenue / margins / cash flows are maximized. Key tasks include:
• develop, agree and deliver an effective commercial management strategy with the Hitachi Vantara Sales Lead / deal team for the assigned projects and participate in deal qualification, utilizing commercial, product, market and competitor intelligence to offer a go/no go opinion from a commercial perspective whilst ensuring pricing is market competitive & enhancing Hitachi Vantara revenue and margin targets
• qualify, translate and combine the customer requirements / the ingredients of the Hitachi Vantara solution together with the commercial strategy into an optimized solution
• building the customer & internal business case: p resent and model the commercial & financial solution internally and externally, including at the most senior level of Hitachi Vantara and client companies.
• Assist in preparation of business cases and funding requests and have proficient understanding and ability to construct and interpret P&L, Cash Flows, TCO, ROI including the presentation thereof, to obtain the relevant deal approvals (including cross geo stakeholders etc.)
• customer meeting / proposal development / deal structuring / deal pricing / third party financing / third party supply terms / documentation
• Hitachi Vantara internal governance / deal reviews and approvals
• Understanding and promoting the benefits of the HI Hitachi Vantara commercial & financial solutions portfolio to customers, prospects, Hitachi Vantara Sales & Partner teams and leading the implementation / improvement and execution of these programs and solutions across EMEA. Conducting commercial & financial solution training as necessary.
• Developing relationships with key Hitachi Vantara & external stakeholders. Key business partner to Hitachi Vantara Sales Leads, Finance / Legal and other internal departments to ensure deals are structured / optimised in accordance with company fiscal / legal / accounting / service delivery requirements.
• Key member of the customer deal and any contract negotiation team, taking ownership for the production / approval and execution of the commercial elements of the contract.
• Attend all relevant Customer / External / Internal meetings as required to help the team enhance and maximise the business opportunity with the customer.
• Harvest / develop and assist with the evolution of our commercial & financial solutions in order to enable the business to capture the market opportunities ahead and support the evolution of the company objectives and future strategy.
Qualifications:
Job Overview
Customer facing deal making role, responsible for supporting the Hitachi Vantara sales teams in our large & strategic pursuits. Typically, these usually consist of large & complex deals / managed services / pay per use / utility / customer financing solutions including / leases / loans / capacity on demand etc. The overall aim of the role is to be the right-hand man to the Hitachi Vantara Sales Lead with end to end responsibility for the commercial & financial solution to help drive the deals to successful execution / increase win rate / whilst also protecting and enhancing the commercial & financial interests of Hitachi Vantara.
Key Responsibilities
• Field based sales support role with quota and commissions, dealing with local sales teams, customers / prospects / partners / internal and external stakeholders to position, structure, price, optimize, finance, and execute Hitachi Vantara commercial & financial solutions to satisfy Customer & Hitachi Vantara needs.
• End to end management and accountability of the commercial & financial solution to support opportunities from initial customer meeting to contract whilst ensuring the company win rate / revenue / margins / cash flows are maximized. Key tasks include:
• develop, agree and deliver an effective commercial management strategy with the Hitachi Vantara Sales Lead / deal team for the assigned projects and participate in deal qualification, utilizing commercial, product, market and competitor intelligence to offer a go/no go opinion from a commercial perspective whilst ensuring pricing is market competitive & enhancing Hitachi Vantara revenue and margin targets
• qualify, translate and combine the customer requirements / the ingredients of the Hitachi Vantara solution together with the commercial strategy into an optimized solution
• building the customer & internal business case: p resent and model the commercial & financial solution internally and externally, including at the most senior level of Hitachi Vantara and client companies.
• Assist in preparation of business cases and funding requests and have proficient understanding and ability to construct and interpret P&L, Cash Flows, TCO, ROI including the presentation thereof, to obtain the relevant deal approvals (including cross geo stakeholders etc.)
• customer meeting / proposal development / deal structuring / deal pricing / third party financing / third party supply terms / documentation
• Hitachi Vantara internal governance / deal reviews and approvals
• Understanding and promoting the benefits of the HI Hitachi Vantara commercial & financial solutions portfolio to customers, prospects, Hitachi Vantara Sales & Partner teams and leading the implementation / improvement and execution of these programs and solutions across EMEA. Conducting commercial & financial solution training as necessary.
• Developing relationships with key Hitachi Vantara & external stakeholders. Key business partner to Hitachi Vantara Sales Leads, Finance / Legal and other internal departments to ensure deals are structured / optimised in accordance with company fiscal / legal / accounting / service delivery requirements.
• Key member of the customer deal and any contract negotiation team, taking ownership for the production / approval and execution of the commercial elements of the contract.
• Attend all relevant Customer / External / Internal meetings as required to help the team enhance and maximise the business opportunity with the customer.


Industry Type : IT - Software Services
Functional Area : Finance / Treasury

Desired Candidate Profile


Keywords

Financial services Loans Managed services EMEA Intellectual property Operations Business case Commercial management Proposal development business opportunity

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Hitachi


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