Senior Account Executive ( SMEC)

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

Sr. Account Executive SMEC

Location: USA remote

About the Role

The Sr. Account Executive SMEC is responsible for driving strategic Microsoft consulting services sales within the small and medium enterprise/corporate market. This role will focus on building trusted customer relationships, developing and executing territory and account plans, identifying new logo and whitespace opportunities, and closing complex consulting services engagements aligned to Microsoft’s key solution areas.

Key Responsibilities

Sales Strategy and Revenue Growth

• 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 and territory plans to drive pipeline growth, accelerate sales cycles, and achieve revenue targets.
• Own the full sales cycle from opportunity creation to close, ensuring a high-quality customer experience throughout.
• Identify and execute upsell, cross-sell, whitespace, and net-new business opportunities within assigned accounts and territories.
• Own new logo acquisition efforts within the SMC/SMEC segment, identifying and closing net-new business aligned to Microsoft’s key solution areas.
• Lead the development and execution of strategic account and opportunity plans, from lead capture through sales closure.
• Qualify sales opportunities to ensure the optimal use of internal, partner, and Microsoft resources.

Microsoft Ecosystem and Co-Sell Engagement

• Build and maintain strong relationships with Microsoft field teams to drive joint sales motions, co-sell alignment, and mutual success.
• Partner closely with Microsoft field teams to uncover, qualify, and jointly pursue co-sell opportunities through Microsoft’s commercial marketplace and co-sell motion.
• Maintain a strong understanding of Microsoft solution areas, including Business Applications, CRM, ERP, Data and Analytics, AI/ML, Modern Solutions, and Platform/App Development.
• Actively engage with Microsoft teams at multiple levels to align strategies and leverage opportunities within Microsoft’s customer base.
• Leverage Microsoft’s resources and go-to-market support to drive joint engagements that showcase the value of the company’s offerings for corporate customers.

Customer Engagement and Relationship Management

• Serve as a strategic advisor and thought partner to customers, understanding their business challenges and positioning tailored solutions that drive measurable business value.
• Engage with senior business and IT leaders to position solutions as enablers of transformation, growth, and operational improvement.
• Champion a customer-centric sales approach focused on addressing the unique needs and challenges of corporate customers.
• Actively gather and apply customer feedback to refine the sales approach, improve the customer experience, and support long-term value realization.
• Manage multiple accounts and opportunities, prioritizing effectively to meet evolving customer needs and business goals.

Internal Collaboration and Deal Execution

• Lead and coordinate cross-f