Function

EMEA Sales

Our Company

We’re Hitachi Vantara, the data foundation trusted by the world’s innovators. Our resilient, high-performance data infrastructure means that customers – from banks to theme parks ­– can focus on achieving the incredible with data.   

If you’ve seen the Las Vegas Sphere, you’ve seen just one example of how we empower businesses to automate, optimize, innovate – and wow their customers. Right now, we’re laying the foundation for our next wave of growth.  We’re looking for people who love being part of a diverse, global team – and who get excited about making a real-world impact with data.

Job description

Role Overview
 

The Inside Sales Representative (ISR) is responsible for engaging, and qualifying potential customers for the sales organisation.

This role focuses on outbound and inbound prospecting, building early-stage relationships, and creating qualified sales meetings/opportunities for Account Managers (AMs).

The ISR is the first human touchpoint for many prospects and plays a critical role in pipeline generation and revenue growth.

Key Responsibilities

Prospecting & Outreach
• Conduct high-volume outbound prospecting via phone, email, LinkedIn, and other digital channels
• Respond to and qualify inbound leads from marketing campaigns, events, and website enquiries
• Research target accounts to identify key decision-makers and influencers
• Personalise outreach based on prospect industry, role, and pain points

Lead Qualification
• Qualify prospects using frameworks - BANT or MEDDICC
• Identify customer challenges, business objectives, budget awareness, and buying timelines
• Determine fit for company products or services
• Disqualify leads that do not meet minimum criteria

Meeting & Opportunity Creation
• Schedule discovery meetings, demos, or introductory calls for AMs
• Clearly articulate the company’s value proposition in simple, compelling terms
• Ensure smooth handoff of qualified meetings to sales team with accurate notes

CRM & Process Management
• Maintain accurate and up-to-date records in SalesLoft and Salesforce
• Track activity metrics including calls, emails and meetings booked
• Follow defined sales processes and outreach cadences via SalesLoft

Collaboration & Learning
• Work closely with Sales, Marketing, and Channel teams, including Distribution and Partners
• Participate in ongoing product, industry, and sales training
• Provide feedback to marketing on lead quality and messaging effectiveness

Required Skills & Qualifications

Experience & Education
• 0–2+ years of experience in sales, telesales, customer service, or business development
• Experience in technology, SaaS, cloud, cybersecurity, or IT services preferred
• Bachelor’s degree preferred but not required

Core Skills
• Strong verbal and written communication skills
• Confidence making cold calls and handling objections
• Ability to quickly understand and explain technical concepts at a business level
• High level of resilience, persistence, and coachability
• Strong time management and organisational skills

Tools & Technology
• CRM systems (Salesforce, HubSpot, Zoho, etc.)
• Sales engagement tools (Outreach, Lusha, Zoominfo, etc.)
• LinkedIn Sales Navigator and other prospecting tools

Key Performance Indicators (KPIs)
• Number of outbound activities (calls, emails, touches)
• Meetings or demos booked per month
• Conversion rate from meeting to opportunity

Career Progression

This role is often the first step toward advancement into:

• Account Manager
• Global Account Manager
• Customer Success Manager
• Pre Sales Engineer (with technical aptitude)

About us

We’re a global team of innovators. Together, we harness engineering excellence and passion for insight to co-create meaningful solutions to complex challenges. We turn organizations into data-driven leaders that can a make positive impact on their industries and society. If you believe that innovation can inspire the future, this is the place to fulfil your purpose and achieve your potential.

Fostering innovation through diverse perspectives

Hitachi is a global company operating across a wide range of industries and regions. One of the things that sets Hitachi apart is the diversity of our business and people, which drives our innovation and growth.

We are committed to building an inclusive culture based on mutual respect and merit-based systems. We believe that when people feel valued, heard, and safe to express themselves, they do their best work.

How we look after you

We help take care of your today and tomorrow with industry-leading benefits, support, and services that look after your holistic health and wellbeing. We’re also champions of life balance and offer flexible arrangements that work for you (role and location dependent). We’re always looking for new ways of working that bring out our best, which leads to unexpected ideas. So here, you’ll experience a sense of belonging, and discover autonomy, freedom, and ownership as you work alongside talented people you enjoy sharing knowledge with.

We’re proud to say we’re an equal opportunity employer and welcome all applicants for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran, age, disability status or any other protected characteristic. Should you need reasonable accommodations during the recruitment process, please let us know so that we can do our best to set you up for success.