Engineering Jobs in Santa Clara, CA (Now Hiring) — 2,862 open — Page 8

Account Director – Data Center - Hyperscaler

The Opportunity

You will manage one or more strategic accounts, oversee the full customer relationship and driving growth in orders, share of customer spend, and customer satisfaction. The role involves coordinating across business units to deliver integrated solutions, aligning internal teams and senior stakeholders, and maintaining consistent engagement from executive to operational levels. You will develop and execute account plans, lead complex negotiations, and address customer challenges by applying business understanding, market awareness, and knowledge of available technologies. The position requires acting as a central point for issue resolution, ensuring a consistent customer experience, and guiding solution development for complex, high-value engagements. Your work supports the delivery of advanced energy technologies and coordinated solutions that help customers improve performance, address operational challenges, and advance innovation within their energy systems.

How You’ll Make an Impact

Manage the Total Customer Relationship

• Manage the entire customer relationship within Hitachi Energy.
• Develop and align the relationship between Hitachi Energy and the Strategic Account at all levels both within Hitachi Energy and within the customer. Initiate and maintain C-Level relationships.
• Apply a high level of business acumen, including an understanding of the customer’s business drivers, industry trends, economic developments, issues and competition.
• Act as focal point for problem resolution and monitor the customer complaint resolution process.
• Maximize the consistency of customer experience throughout all contacts with Hitachi Energy.

Account Planning and Management

• Lead the development and implementation of the account plan and coverage plan including executing an executive relationship strategy, prioritizing the opportunities, identifying a target for each solution element (project) and identifying the key personnel required (commercial and technical/project).
• Leverage channels to maintain and improve customer satisfaction and to maximize revenue.
• Plan, facilitate and conduct complex negotiations.
• Drive growth in assigned account.
• Develop and maintain detailed knowledge of the customer’s strategy, past purchasing behavior, organization including decision makers, influencers, sponsors and anti-sponsors.
• Develop and maintain detailed knowledge of Hitachi Energy’ strategy, current and emerging solution capabilities and strategic direction for solution capabilities.
• Coordinate an account team consisting of business unit, front sales and sale operations

Leadership and Coaching

• Assume a leadership role and facilitate team selling within a virtual organization through partnerships.
• Identify local/specialist sales resources and ensure they are properly trained on the strategy and status of the account.
• Manage resources to ensure successful enactment of the strategy and operational plan.
• Act as a mentor to less experienced account managers and inside sales team members

Active Projects Participation

• Lead the formation of capture teams and the development of Sales X-Ray.
• Direct account solution projects and keep current via project communications / steering committee participation.
• Monitor and maintain an awareness of all key Hitachi Energy/client activities, including the representation of client issues, needs and concerns throughout Hitachi Energy.
• Consistently deliver solutions that are considered high impact, complex, strategic and high value by both the customer and Hitachi Energy.
• Develop player maps

Teamwork and Communication

• Provide regular reports, briefings and reviews as required using the agreed processes.
• Actively participate in the Account Director community to share ideas, expertise and lessons learned with other Account Directors and teams, to promote cross-Hitachi Energy learning and to identify new solution possibilities.
• Create and maintain internal relationships with key business partners at all levels of the organization.
• Maintain a proper balance of Customer advocacy and support of Hitachi Energy Business Units in this role; supporting their business objectives, reaching financial goals, and advocating for all business units and internal stakeholders is a must.

COMPLEXITY OF TASKS:

Strong analytical, communication and leadership skills are required to evaluate a wide variety of complex information, develop imaginative sales strategies, and coordinate related sales efforts while demonstrating out of the box creative thinking. Requires innovative strategic planning skills, in-depth understanding of the Company's technical and commercial strengths and relationships with markets. Ability to negotiate and successfully conclude matters of major importance. Failure to properly consider the impact of sales and related matters may seriously impact on the organization's objectives and customer relations.

Your Background

• Candidate must already have work authorization that would permit them to work for Hitachi Energy in the United States.
• Bachelor’s degree in engineering or business-related discipline required; MBA preferred
• 10 years of sales experience required; 12+ years of account management experience preferred
• Experience working with data center customers, preferably hyperscale clients
• Experience with renewable energy products such as transformers, high voltage, switchgear, circuits, etc. preferred
• Business acumen with understanding of customer drivers, market trends, and competitive landscape
• Experience working in a matrixed team environment and influencing cross-functional teams
• Experience in sales, problem resolution, and relationship building with customers
• Travel required
• Based in San Francisco/Santa Clara, CA area preferred
• Salary range for this opportunity is $180K-$271K pending work location and professional experiences

More About Us

You will gain exposure to complex strategic accounts and collaborate across multiple business units while supporting high-value customer engagements.

• Work on innovative energy technologies
• Collaboration with experienced professionals
• Learning and development opportunities
• Health and retirement benefits
• Paid leave and flexibility