Account Executive, Small & Medium Corporate Sales

Hitachi Solutions America is a global Microsoft solutions integrator focused on delivering industry-specific solutions to support business transformation goals. The Account Executive will be responsible for growing sales opportunities across Microsoft solution areas, engaging with customers to build relationships, and executing strategic account plans to drive revenue growth.

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

Requirements:

• Post-secondary degree/diploma in Business, Computer Science or a related discipline or work experience equivalent
• Minimum 5 years of experience in industry roles, collaborating with mid to senior-level executives
• 5+ years of account management experience closing large complex deals
• Demonstrated success in hunting and acquiring new logos
• Prior successful sales experience selling technical services that leverage both on-premise and Cloud based technologies
• 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
• Experience with Microsoft and consulting environments is a strong plus
• Preference for candidates that have sold Consulting services leveraging the Microsoft stack including Dynamics 365, Power Platform, and/or Azure, SQL, Machine Learning, IoT, and Modern Solutions
• Existing relationships with Microsoft customer-facing account teams are preferred but not required