This role reports to the President of Hitachi EMEA and is responsible for ensuring Hitachi optimises wallet share with the region's most strategic customers. You will also identify and work closely with other Hitachi Business Units (BUs) to help define business requirements and guide the development of new solutions for cross‑selling. The role will also be responsible for. Own and drive One-Hitachi growth within assigned strategic accounts by defining and executing medium‑to‑long‑term account strategies. Lead account planning workshops, executive briefings and strategy sessions that translate customer priorities into measurable account plans and revenue opportunities. Shape, prioritise and convert high‑value solution opportunities across Business Units (Digital, CI/Industrial, Energy, Mobility), ensuring governance gates and BU interlocks are met. Act as the central orchestrator for cross‑BU solution positioning and delivery, ensuring unified messaging and coordinated execution. Lead executive engagements and prepare concise CXO narratives and value propositions. Own account pipeline, forecasting and order intake; prioritise pursuits, structure complex deals and lead negotiations within delegated authority. Capture market and competitor intelligence; translate customer insights into actionable strategies and account playbooks. Ensure post‑engagement momentum: define next steps, owners and opportunity pathways to convert interactions into commercial outcomes. Contribute to continuous improvement by capturing best practices and helping build a repeatable One‑Hitachi engagement model. Building and sustaining executive relationships and stakeholder maps across customer organisations. Ensuring high customer satisfaction and timely resolution of escalations in coordination with BU delivery teams. Delivering measurable expansion beyond BAU and protecting account retention. Establishing and maintaining account governance cadence (weekly tactical, monthly performance, quarterly EBRs). Delivering against agreed 90‑day milestones and longer‑term account KPIs. We're looking for a team player who is motivated by delivering great work and the Hitachi vision. The role will be a mixture of remote‑hybrid work with days in the Hitachi Office (Ditton / regional offices) and customer sites. The ideal candidate will possess the following skills and background: 8-15+ years' experience in strategic account management, solution selling or sales leadership in complex B2B environments. Proven track record in driving strategic partnerships, cross‑BU orchestration and closing cross/up‑sell deals. Strong sector experience (preferred): CI/Industrial - robotics, manufacturing, semiconductors, industrial automation - and digital/AI transformation. Established senior customer relationships and networks in DACH, Nordics and/or Iberia (preferred). Demonstrable ability to lead executive engagements, develop customer‑centred value propositions and convert workshops into revenue. Commercial acumen, negotiation skills and experience managing multi‑disciplinary teams. Degree in Engineering, Business, IT or equivalent; MBA advantageous. Excellent communication, presentation and stakeholder management skills. Willingness to travel (approx. 30‑50%) and be onsite with customers as required. Desirable We need experienced individuals with strong customer relationships in similar roles who can drive strategic partnerships. Preferred market segments: candidates with mature experience in the CI (Connective Industries) sector (robotics, manufacturing, semiconductors and broader industrials beyond transport and energy) and in the digital/AI transformation space. Preferred regional experience: strong relationships with players across the DACH, Nordics and Iberia regions. Experience working in a global account model or across matrix organisations. Language skills relevant to the target regions (German, Spanish, Scandinavian languages). Through its Social Innovation Business (SIB) that brings together IT, OT(Operational Technology) and products, Hitachi aims to be a global leader in continuously transforming social infrastructure through digital, contributing to a harmonized society where the environment, wellbeing, and economic growth are in balance. Hitachi operates worldwide across four sectors - Digital Systems
Strategic Account Director employer: Hitachi, Ltd.
Hitachi Solutions Europe is an exceptional employer, offering a dynamic work culture that prioritises collaboration and innovation. With a strong focus on employee growth, we provide ample opportunities for professional development in the rapidly evolving field of cloud technology. Our hybrid working model allows for flexibility while ensuring that our team members are supported in their roles, making it a rewarding environment for those looking to make a meaningful impact.
