HP End-user Sales PageWide XL in Riyadh, Saudi Arabia
End-user Sales PageWide XL
HP is a well-known player in the large-format design market where it has a worldwide market-share in excess of 50%.
In the high-end of this market however (central reprographics departments (CRD’s) and big engineering departments in mid-market and corporate enterprise accounts) there is opportunity for market growth. This market is characterized by a consultative and contractual selling model where hardware, service and supplies are sold in 3-5 years contracts with a fixed and variable (usage based) part.
With the worldwide introduction of the HP PageWide XL range of products, in late 2014, HP has made it’s entry into this segment with a compelling value proposition based upon disruptive Page Wide array technology. The go-to-market for the HP PageWide XL-series is based upon a 100% reseller-led selective distribution strategy.
The main role of the Enterprise Account Manager PageWide XL, the role we are currently recruiting for, is to open doors in large accounts, hunt for and develop new opportunities for PageWide XL and involve our partners at the right moment to continue and close the opportunity and execute the fulfillment (installation, training, support etc.).
In addition he/she will coach and train reseller account managers and will accompany them in the field.
In this role your objectives are to:
Hunt for PageWide XL opportunities in mid-market and Corporate Enterprise accounts in KSA, specifically looking for large format replacement opportunities in central (manned) print room environments (CRD’s) or distributed print . Influences country marketing investment priorities for PageWide XL business.
Pro-actively influence specifications in public tenders and request for proposals to include the new technology and enhance hit-rate.
Drive closure of identified opportunities directly with end users in collaboration with PageWide XL-certified resellers, end user account manager LF-Design and End User Sales / HP printing/MPS (Managed Print Services) enduser sales team (as needed).
The scope of the role:
Product scope is HP PageWide XL, SmartStream, PartnerLink, ink, accessories and services
Route to market is channel with selective distribution on HW, Supplies and Service; special focus on PW-certified DPS reseller
Key Interaction Points
Reports to Manager Technical Production and closely collaborates with local country teams, subregion manager and subregion partner business manager for technical production
External: end customers in AEC, Utilities, Oil&Gas,Manufacturing, Public sector using large-format LED; PageWide XL-certified resellers
Internal: Printing/MPS enduser sales team, LF design country team, Technical production team
At least 5-10 years successfull end-user sales experience in the high-end (contractual) printing market , selling to complex Decision making units (DMU’s in corporate CRD’s (Central Reprographics Departments) and distributed environments
Excellent interpersonal and influencing skills. Able to act on and influence across various organizational levels
Excellent consultative selling skills; able to identify the right stakeholders (line of business/dept. managers), develop customer pain points into explicit needs, oriented towards our solutions, and into a customized proposal focusing on R.O.I. instead of on price and spec’s
Hunter profile; likes and is able to identify and acquire and develop new/new business opportunities. Is used to working with long sales cycles with uncertain outcome
Sales-experience in the large format printing market with one of the top-vendors/competitors (Oce, Xerox, KIP)
Nice-to-have: Higher (university-level) education in a commercial domain (Business Administration, Economics, Marketing)
Thanks for taking the time to review our job, if you think it is a match to your experience and interests please apply now, we are eager to learn more about you! If you know a friend who may be a fit for the job please refer them.
As a standard part of our hiring process we conduct candidate screenings including CV, education and criminal checks.
No shift premium (Saudi Arabia)
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