Global Solution Sales Manager - Distribution Automation

Location: Via Milano

Global Solution Sales Manager - Distribution Automation at Hitachi Energy.
Overview
The Global Solution Sales Manager for Distribution Automation is responsible for driving global sales growth by promoting advanced automation solutions for electrical distribution networks.
This role involves developing strategic sales plans, managing key opportunities, and collaborating with regional teams and the Center of Excellence in Europe to deliver tailored solutions that meet customer needs and align with organizational objectives.
The Manager will orchestrate business development efforts across all regions, ensuring local sales teams are empowered and global resources (e.g., CoE expertise) are leveraged effectively to capture market share.

Key Responsibilities

Develop and implement a comprehensive global go-to-market strategy for Distribution Automation solutions, including market segmentation, target setting, and value proposition definition. Regularly refine the strategy based on market trends and corporate objectives.
Identify and pursue new business opportunities across regions and market segments. Build a robust global sales pipeline by working closely with regional sales managers on lead generation initiatives, strategic account targeting, and by establishing relationships with potential clients at the executive level.
Take ownership of global DA solution sales targets (orders, revenues, margins). Monitor performance against targets and drive corrective actions with regional teams to ensure achievement of financial goals. Prepare consolidated sales forecasts and reports for executive leadership.
Build and maintain strong relationships with critical customers (utilities, industrials) and strategic partners (system integrators, distributors) on a global scale. Act as executive sponsor for select global accounts, ensuring consistent engagement and satisfaction across different geographies.
Promote a consultative sales approach – engage customers to deeply understand their operational challenges and objectives. Propose value-driven, customized DA solutions that may combine products, software, and services. Collaborate with product management and engineering to tailor offerings to specific client requirements, and ensure proposed solutions are competitive and feasible.
Provide direction, coaching, and support to regional and local sales teams worldwide. Ensure regional teams are aligned with global strategy and have the knowledge and tools to execute. Orchestrate regional efforts for large or cross-border deals, facilitating resource sharing and best-practice exchange. Conduct regular pipeline reviews and strategy sessions with regional sales leaders.
Leverage the Distribution Automation CoE in Europe for pre-sales technical support, solution development, and innovation. Coordinate CoE expert involvement in key pursuits to ensure optimal solution design and value demonstration to clients. Feed customer and market feedback to the CoE to drive continuous improvement of offerings.
Work closely with other functions – Marketing, to drive global campaigns and ensure messaging consistency;
Product Management/R&D, to align on product roadmap and influence development priorities with market insights;
Project Delivery/Supply Chain, to ensure capability to deliver what is being sold. Act as the bridge between the sales organization and these teams to enable smooth execution of orders.
In collaboration with channel management teams, define and execute a global channel strategy specific to Distribution Automation solutions. Identify, onboard, and nurture key channel partners (such as panel builders, VARs, engineering firms) in coordination with regions. Set performance expectations for partners and drive joint business development activities to expand market coverage.
Continuously monitor industry trends, competitor offerings, and regional market dynamics. Provide market intelligence to internal stakeholders – e.g., emerging needs for grid automation in smart cities or new competitor solutions – and adjust sales tactics accordingly. Collaborate with finance and product teams on global pricing strategies and deal approval…