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Federal Systems Integration Executive

2 months ago

Reston, Virginia, United States Hitachi Data Systems Full time

Hitachi Vantara Federal

Hitachi Vantara Federal is dedicated to transforming federal agencies in the United States from being data-rich to data-driven. We pride ourselves on being a reliable partner for our clients, addressing their mission-critical data requirements.

Our offerings range from intelligent data platforms and digital infrastructure systems to expert consulting services, enabling us to deliver robust digital products, processes, and experiences that foster innovation and provide competitive advantages for federal government entities.

As a FOCI-mitigated subsidiary of Hitachi Vantara, we invite you to join our team and contribute to our employee-centric culture, helping to translate our customers' data into impactful outcomes.

The Role


This position will function as a Federal Systems Integration Executive, collaborating closely with sales teams on Sell Through Opportunities and engaging directly with Federal Systems Integrators (FSIs) for Sell-To Opportunities.

Our team comprises Account Executives (AEs) responsible for managing relationships with end-customers across Civilian, Defense, and Intelligence sectors.

We also have a dedicated Channel team focused on the Value-Added Reseller (VAR) partner community. There exists a substantial market opportunity within the Systems Integrator and Defense Industrial Base.

This role will entail identifying and nurturing relationships with SIs to generate significant revenue streams for Hitachi Vantara Federal, encompassing both internal consumption and sell-through program opportunities.

The Federal Systems Integration Executive will concentrate on current SI internal requirements and imminent contracts/programs, as well as potential contracts that the SI community may be pursuing for long-term revenue.

This position balances both Sell-Through and Sell-To sales strategies.


The ideal candidate for this role is a driven individual with a solid IT and sales background, possessing 5-10 years of experience in selling within their designated territory.

The role necessitates substantial engagement with the FSI community, including visits to their facilities and interactions with their CIOs, supply chain teams, and project teams to build relationships and ascertain how Hitachi Vantara Federal can add value to their initiatives.

Established relationships within the FSI community are crucial. The FSI team plays a vital role in the long-term sales strategy of Hitachi Vantara Federal.

Location:
DC Metro area with access to corporate office

Responsibilities:

  • Formulate the GTM strategy for HVF Systems Integrators in collaboration with the Sales and Channel teams to ensure HVF's share within the SI community grows in alignment with overall business objectives.
  • Cultivate relationships at the C-suite, program level, and supply chain within key FSI accounts in the assigned territory.
  • Collaborate with sales, specialty sales, and leadership teams to develop account and opportunity-specific sales capture plans.
  • Identify and foster new incremental revenue opportunities within existing and new Systems Integrator accounts, gaining access to new business through SI partnerships.
  • Work closely with Account Executives to drive growth in targeted accounts where the Systems Integrator leads.
  • Create sales presentations and value messaging that articulate HVF's value propositions and industry differentiators for the SI community.
  • Assist in executing and reinforcing the GTM strategy and targeted performance area sales campaigns to stimulate new growth.
  • Set growth objectives for the Systems Integrator community, which will be evaluated against performance indicators at the end of the fiscal year, ensuring clarity on success metrics.
  • The SI/BDM lead will report to the Director of FSI Sales or the Chief Revenue Officer.

Qualifications

  • 7-10+ years of proven success in achieving quotas while selling infrastructure and analytics in the federal marketplace, ideally through Federal Systems Integrators.
  • High proficiency in the federal market, with a strong understanding of industry trends, client needs, and business drivers.
  • Strong business acumen with experience in developing and delivering client-facing sales presentations.
  • Ability to articulate a deep understanding of current market trends, establishing immediate credibility and client engagement.
  • Capable of working independently on complex projects with strong self-motivation.
  • Excellent interpersonal skills and the ability to thrive in a collaborative team environment.
  • Strong written communication skills.
  • A desire for a career-oriented environment that balances professionalism with enjoyment.
  • A strong customer service orientation and the ability to build and maintain relationships.

Key Performance Indicators

  • Generation of Sell-To Pipeline
  • Generation of Sell-Through Pipeline
  • Engagement in Program and Business Development meetings
  • Identification of key "MUST-WIN" programs within each Principal FSI Account

This is a hybrid role requiring presence in the Reston, VA office twice a week.


At Hitachi Vantara Federal, we believe that great careers are built on growth and innovation. Our mission is to provide insights that empower smarter businesses and inspire social innovation solutions for a healthier, safer future.

Our innovation is driven by our people, and our culture values respect, diversity, and collaboration. Join our Hitachi family and together, let's pave the way to extraordinary achievements.

Championing Diversity, Equity, and Inclusion

Diversity, equity, and inclusion (DEI) are core to our culture and identity. We believe that diverse thinking, a commitment to allyship, and a culture of empowerment lead to powerful results. We encourage you to bring your unique ideas, experiences, and perspectives to our team.

How We Support You

We prioritize your holistic health and wellbeing with industry-leading benefits, support, and services. We are advocates for work-life balance and offer flexible arrangements tailored to your role and location. We continuously seek innovative ways of working that inspire creativity and collaboration.

Here, you will experience a sense of belonging and discover autonomy, freedom, and ownership while working alongside talented individuals who are eager to share knowledge.

We are proud to be an equal opportunity employer, welcoming all applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, age, disability status, or any other protected characteristic.


If you require reasonable accommodations during the recruitment process, please inform us so we can support your success.