VP, SMC Sales

Company Description

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

Strategic Imperative 

The VP of Sales – Small, Medium, Corporate (SMC) Sales is responsible for driving revenue growth, customer acquisition, and retention across the SMC segment, which includes corporate-level customers within small to medium organizations. This leader will strategically align with Microsoft’s corporate-focused solutions and go-to-market (GTM) strategies to enable scalable growth within the SMC segment. By fostering a customer-first culture, leveraging Hitachi Solutions’ core capabilities, and driving market innovation, this leader will build a high-performing team dedicated to delivering transformative solutions to corporate SMC customers. 

The VP of Sales – SMC will be instrumental in driving Hitachi Solutions Americas’ growth within the corporate-focused SMC customer segment. This role will focus on aligning with Microsoft’s strategic priorities, building a high-performing team, and delivering measurable value to customers through Hitachi Solutions’ digital transformation solutions. 

Key Responsibilities 

Sales Leadership and Strategic Growth 

• Lead and inspire a high-performing SMC sales organization to achieve aggressive revenue growth targets across the corporate-focused small and medium enterprise segment. 
• Develop and execute strategic sales plans in close alignment with Microsoft’s SMC-focused solutions, including Azure, Dynamics 365, Modern Work, and Security, to drive joint go-to-market initiatives. 
• Oversee the integration of the “Existing Account Team” into the broader SMC sales group to create a unified approach for managing the full customer lifecycle, from acquisition to renewal and expansion. 
• Ensure rigorous pipeline hygiene, accurate forecasting, and metrics-driven accountability to enable predictable and sustained revenue growth. 

Customer-Centric Sales Approach and Lifecycle Management 

• Champion a customer-centric sales strategy, focused on addressing the unique needs and challenges of corporate SMC customers, ensuring solution relevance and business impact. 
• Own and optimize end-to-end customer lifecycle management, ensuring long-term customer success and value realization through proactive engagement and support. 
• Develop scalable, account-focused sales strategies that drive new customer acquisition, retention, and account growth within the SMC segment. 
• Actively engage with customers to gather feedback and insights, using this information to refine the sales approach and improve the customer experience. 

Strategic Alignment with Microsoft 

• Build and maintain a strong strategic partnership with Microsoft’s SMC-focused teams, ensuring deep alignment on joint solutions, business development initiatives, and market opportunities. 
• Collaborate closely with industry-aligned Microsoft business units, including those focused on Azure, Dynamics 365, Modern Work, and Security, to customize offerings that align with corporate customer needs across diverse industries. 
• Leverage Microsoft's resources and go-to-market support to drive joint engagements that showcase the value of Hitachi Solutions' offerings for corporate SMC customers. 

Team Development and Sales Enablement 

• Attract, develop, and retain top talent within the SMC sales team, fostering a high-performance culture that drives results and ensures the professional growth of team members. 
• Ensure the sales team is fully enabled to sell across Microsoft’s solution stack, providing ongoing training and development to stay current with industry trends and emerging technologies. 
• Work closely with the technical pre-sales team to ensure seamless collaboration in customer engagements, from demos to proof-of-concept (PoC) initiatives, driving deal closures and revenue growth. 

Market Analysis and Innovation 

• Continuously analyze market trends, customer feedback, and the competitive landscape to refine and evolve the SMC sales strategy and identify new growth opportunities. 
• Establish a forward-looking “market point of view” for the SMC segment, positioning Hitachi Solutions as a thought leader in digital transformation for corporate customers within small and medium enterprises. 
• Drive a culture of innovation by encouraging the adoption of new tools, technologies, and methodologies that improve sales effectiveness and enhance customer engagement. 

Metrics, Reporting, and Process Improvement 

• Implement and monitor key performance indicators (KPIs) that track sales effectiveness, customer acquisition, and overall revenue growth, using data to guide decision-making and strategy refinement. 
• Drive continuous improvement initiatives within the sales organization, refining processes, tools, and customer engagement models to improve efficiency and boost the win rate. 
• Provide regular updates to executive leadership on the health of the SMC sales pipeline, forecast accuracy, customer engagement, and revenue outcomes. 

Qualifications

Education and Experience 

• Bachelor’s degree in Business, Marketing, Engineering, or a related field (Master’s degree preferred). 
• 15+ years of experience in sales leadership roles, with a proven track record of exceeding sales targets and driving customer success within the SMC or corporate segment. 
• Strong knowledge of Microsoft’s solution suite, including Azure, Dynamics 365, Modern Work, and Security, with experience tailoring solutions to meet the needs of corporate-level customers. 
• Experience managing geographically distributed teams and creating a culture of accountability, excellence, and results. 

Skills 

• Sales Leadership and Strategy: Proven ability to lead large, geographically dispersed sales teams, with a focus on the corporate segment of small and medium-sized enterprises. 
• Customer-Centric Focus: Strong commitment to understanding corporate customer needs and challenges, delivering impactful solutions, and ensuring long-term success. 
• Collaboration and Microsoft Alignment: Deep experience working in partnership with Microsoft’s business units, aligning sales efforts to leverage joint go-to-market opportunities. 
• Metrics-Driven and Results-Oriented: Ability to monitor key metrics and leverage data-driven insights to make strategic decisions that improve forecasting and sales outcomes. 
• Innovation and Adaptability: Passion for continuous innovation, with the ability to adopt new technologies, processes, and tools that enhance sales effectiveness and customer engagement. 

Competencies: 

• Teamwork 
• Continuous Learning 
• Impact and Influence 
• Process Improvement 
• Client Focus 
• Strategic Thinking 
• Adaptability 

Additional Information

Base Salary Pay Range*: $200,000 to $300,000

*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:

• Bonus 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

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.

All your information will be kept confidential according to EEO guidelines

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All offers will originate from our @hitachisolutions.com domain email address. If you receive an offer or information from someone purporting to be an employee of Hitachi Solutions from any other domain, it may not be legitimate.