Business Director - Enterprise Solutions - Hitachi Data Systems - Sydney

Job description
The Business Director for Enterprise Solutions is primarily responsible for managing the Commercial Team as part of the Enterprise Solutions Group. This includes providing financial and commercial guidance to the General Manager Enterprise Solutions. The Commercial Team will work with the Enterprise Solutions Group to structure deals, manage contract negotiations, model opportunities and work with customers to create financial strategies and cost models.

This role is customer facing and it is expected that the Business Director for Enterprise Solutions will actively participate in the sales cycle from initial TCO modelling through to contract negotiation.

The Business Director for Enterprise Solutions is expected to operate as a senior member of the Enterprise Solution Group with the ability to make key decisions and approvals.

A high level of interaction with other internal groups is required and the Business Director for Enterprise Solutions will be expected to build and maintain relationships both locally and globally to facilitate this.
The role includes:

• Management of the Commercial team for the Enterprise Solutions Group
• Overall responsibility for the structure and contract structure of complex deals
• Owning the interface to other HDS functions required for compliance and approval
• Proactively working with sales teams to provide advice and guidance around deal approach and structure, financial modelling and contractual approach
• Leveraging financial and commercial skills to establish and maintain relationships with key customer executives

The purpose of the role is to provide the Enterprise Solutions Group with commercial and financial support that enables the group to aggressively acquire and grow the business with complex consumption or outcome based deals. This is a senior role and the Business Director for Enterprise Solutions will be a key member of the Enterprise Solutions Group management team providing strategic input into the strategy and direction of the group.

Responsibilities

• Management of the Enterprise Solutions Group commercial team.
• Overall responsibility for structuring complex deals
• Interface to the wider HDS for operations, finance, legal and approvals of complex transactional and consumption deals
• Responsibility for creation and management of commercial and contractual frameworks
• Ensure the commercial team provides pricing and modelling support
• Provide or obtain commercial and financial advice and guidance to the Enterprise Solutions Group to assist with acquisition, retention or deal support
• Ensure the commercial team and wider HDS operation provides operations, financial and legal support the Enterprise Solutions Group.
• Work with the Sales and Solutions team on market and business analysis, benefit analysis and acquisition strategies.
• Own financial and commercial C-level relationships during sales cycles.
• Build and maintain key customer relationships to facilitate current and future sales.
• Work with the global organisation to drive consistent improvement processes into both the global organisation and the Enterprise Solutions Group.
• Act as the ultimate escalation point for all commercial issues for the Enterprise Solutions Group.

What we're looking for

Profile
• Degree or equivalent formal education,
• A minimum of 10 years people management experience in a similar role.
• Commercial or finance experience supporting complex business initiatives
• Experience in supporting complex contract negotiations
• Previously worked for a technology vendor, software or Systems Integration Company or an IT Consultancy organisation.
• Possess the ability to resolve issues and conflicts, as well as be able to take ownership in challenging situations
• Strong business and financial acumen

Competencies
• Able to build strong relationships and work effectively with customers, users, senior level management, sales and peers.
• Well organised, adaptable style and a clear thinker.
• Highly developed financial acumen
• Ethical and honest in all respects.
• Understand the need for and embrace change, effectively plan, prepare and lead change.
• Advanced communication, problem solving and decision making skills - communicates with passion and energy, is highly articulate, makes arguments in a compelling manner and willing to make decisions and be accountable for the results.
• Able to lead a functional team to inspire trust, collaboration, passion and integrity. Able to build a culture focused on execution, accountability and results

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