Account Executive

Summary

Join Hitachi Solutions as an Account Executive, SMC Sales and contribute to the growth of your market by engaging in all phases of customer interaction. This role focuses on expanding sales opportunities across Microsoft solution areas, including Business Applications (BA) and Microsoft Azure. You will build and nurture trusted customer relationships, develop a deep understanding of their business and technology needs, and create strategic account plans to drive pipeline growth and achieve revenue targets. You will lead cross-functional teams, manage multiple accounts, own the full sales cycle, and maintain accurate pipeline management and reporting. You will also identify and execute upsell and cross-sell opportunities, act as a strategic advisor, and build strong relationships with Microsoft field teams. This role involves collaborating with marketing, engaging with senior leadership, and owning new logo acquisition efforts within the SMC segment. You will build and execute territory and account plans, partner with Microsoft field teams, and collaborate with marketing on outbound strategies and lead-gen programs. You will maintain high activity levels and meet KPIs related to pipeline creation and opportunity conversion.

Requirements

• Post-secondary degree/diploma in Business, Computer Science or a related discipline or work experience equivalent
• 5+ years of experience working in an industry and collaborating with mid to senior level executives; Microsoft experience a plus
• 5+ years of account management experience closing large complex deals
• Prior successful sales experience selling technical services that leverage both on-premise and Cloud based technologies
• Strong and established relationships with Microsoft customer facing account teams
• 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

Responsibilities

• 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 teams—including pre-sales, industry specialists, and Microsoft stakeholders—to 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

Preferred Qualifications

Preference for candidates that have sold services leveraging the Microsoft stack including Dynamics 365, Power Platform, and/or Azure, SQL, Machine Learning, IoT, and Modern Solutions

Benefits

• 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
• 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