Markets & Presales Consultant – Energy Transition & Net Zero (m/w/d)

Description

Our Company

Hitachi drives Social Innovation Business, creating a sustainable society through the use of data and technology. We are a climate change innovator, partnering with cities, governments and companies to cut carbon. We are working to connect solutions with the help of Hitachi’s Green Energy and Mobility both physically and digitally to deliver net-zero. The company’s consolidated revenues for fiscal year 2023 (ended March 31, 2024) totalled 8,564.3 billion yen, and approximately 268,000 employees worldwide. For more information on Hitachi, please visit the company's website at https://www.hitachi.com.

About Hitachi EMEA

Hitachi is positioned as a leader in Climate Change Innovation, finding new pathways to net zero through our world-leading businesses in key sectors including Energy, Transportation, Manufacturing and Digital. Since our inception in 1910, our mission has been centred around Social Innovation – making society better through advanced technology – supported by our R&D centres across the world. Some examples of our contribution to Climate Change Innovation include:

• Battery hybrid trains – decarbonising rail transport even in areas where the rail infrastructure is only partially electrified

• Electric vehicle fleet charging – delivering sophisticated smart charging and battery management technology for charging fleets of electric trucks, buses and vans

• Utility scale grid infrastructure – including our HVDC technology that connects Dogger Bank to the UK mainland grid and enables the UK to trade green energy with Norway via the North Sea Link

• Microgrid solutions – enabling large energy consumers such as marine ports, factories and data centres, to engineer additional green power ‘behind-the-meter’ for their net zero transition using on-site renewable generation and energy storage

• Marine Port solutions – enabling ships to plug into the onshore power system when they arrive in port, to avoid burning fuel to generate their own electricity

• AI & IoT based solutions – using Digital technology to unlock new pathways in Energy, Transportation and Manufacturing to drive efficiency and decarbonisation

Hitachi EMEA represents all the businesses in the Hitachi Group and drives growth by taking a regional approach and focusing on opportunities for ‘One Hitachi’ to help drive the energy transition and net zero.

What you’ll be doing

Background

The Whitespace Markets & Pre-sales Team in Hitachi EMEA is focused on developing new opportunities for Hitachi businesses in our region. We are focused on energy intensive sectors – such as marine ports, data centres, heavy industry and eMobility – that are looking for partners for their journey to net zero.

Hitachi EMEA does not contract directly with customers but brings the Hitachi business units into each opportunity at the right moment and has oversight of the whole customer lifecycle.

Role Overview

Pre-sales / market consultants help to identify new market areas where Hitachi is under-represented, (based on the “where to play” and “how to win” created by the Regional strategy function) to create playbooks and incubate new areas of One-Hitachi growth. Playbooks are based on current Hitachi products from across BUs. The role also proves the viability through outreach to attract initial before the GTMs can be sold at scale by the sales function. Following proving viability, to support the sales function with presales and market development, while incubating the next area.

Main Tasks & Responsibilities

• Collaborate with the strategy function to identify new potential areas for Hitachi to target with One-Hitachi capabilities within extension or new sub-sectors where Hitachi has limited focus.

• Generate differentiated market positioning based on current Hitachi products and services – “how to win”.

• Create One-Hitachi playbooks of solutions tailored for the identified sub-sector.

• Validate these new solutions in the market with customers and prove viability before they can be sold at scale by the Regional sales function (into accounts and countries at scale).

• Support Work with Hitachi Country Managers and their teams, and Strategic Account Directors across EMEA, to help develop their key accounts.

• Build a market presence (inception) pipeline of new opportunities with clients using personal outreach on platforms such as LinkedIn and by attending industry events to prove each new market area.

• Participate in Hitachi-sponsored events such as Connected Places Summit, for example delivering expert presentations or hosting panels, promoting the Hitachi brand.

• Develop thought-leadership content for platforms such as LinkedIn, showcasing Hitachi capability and technologies, generating sales opportunities.

• Run customer innovation workshops to explore and unlock opportunities.

What you bring to the team

We’re looking for a team player, who is motivated by delivering great work and the Hitachi vision.

The ideal candidate will possess the following skills and background:

Typical skills and experience required:

• Experience of working successfully on complex deals that require sensitive alignment of multiple stakeholders.

• Proven C-suite and senior stakeholder engagement and management experience across Public, Private and 3rd Sector organisations; UK, Europe and international reach; grant-funded/subsidy-receiving or fully commercial basis.

• Deep industry understanding of energy sector and of at least one other relevant sector such as transportation, smart cities, marine ports, heavy industry or data centres.

• Deep understand of how digital technologies such as AI and IoT can enable new pathways for energy transition and net zero.

• Ability to lead or support customer sales meetings and tell compelling stories about Hitachi experience and successes.

• Ability to lead engaging customer workshops that successfully uncover challenges, objectives and potential opportunities.

• Ability to work with internal Hitachi business units on ‘One Hitachi’ deals, tracking opportunities through their governance process, giving guidance on customer context and commercial approach.

• Self-starter, able to build a pipeline of new opportunities using personal outreach.

Our Values

We are proud to say we are an equal opportunity employer and welcome all applicants for employment without attention to any factor that doesn’t impact your ability to do the job, including race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. We are proud of Japanese heritage, with our values expressed through the Hitachi Spirit:

Wa – Harmony, Trust, Respect

Makoto – Sincerity, Fairness, Honesty, Integrity

Kaitakusha-Seishin – Pioneering Spirit, Challenge

If, like us, you’re motivated by delivering first class services, thrive in a fast paced and supportive environment and want to help Hitachi to drive social innovation, we’d love to hear from you.