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Job Title:

IoT Services Sales and Business Development Manager

Business Area:

Sales & Account Management

Location:

All Cities Virtual, USA

Job ID:

140109

IoT Services Sales and Business Development Manager

The IoT Services Sales and Business Development Manager is responsible for finding, signing, nurturing, and managing customers who use Lexmark’s IoT Services capabilities.   Initially, this position will work closely with the IoT Services Portfolio Manager, industry consultants, and existing customer account managers to identify potential pilot customers.  Then, over time this will turn to traditional sales funnel creation and execution.

The IoT Services is a new strategic opportunity for Lexmark and, as such, this role will also be relied to provide critical feedback and refine the offering itself.  A flexible and creative approach to opportunity creation and selling will be key.  It will be a very dynamic position that will require a very entrepreneurial approach and will also enable close coordination with the broader project team that isn’t always possible in a sales position.

The sales approach required for Lexmark’s IoT Services will be highly consultative and technical in nature.  It will be selling both an engineered software platform and Lexmark’s expertise in delivering an as-a-Service offering to its own core MPS customers as a proof point in our ability to help other non-print customers with that same vision.  This role will need to be able to rapidly gain an understanding of the IoT space and Lexmark’s offering and clearly communicate it to potential customers.  The role will be strongly supported with professional services and even technical IT system consultants. 

Success in this role will be initially measured by identifying and onboarding pilot customers with the platform.  And ongoing maintenance of those relationship during the pilot phase and then transition to long-term steady state customers.  While growing the funnel beyond that.  There will not be an initial revenue target as the funnel will be nascent and steep revenue discounts will be provided for the initial pilot accounts.  Rather, compensation will be based on a Management by Objective approach for the first 12-18 months aimed at those key initial focus areas – early stage funnel growth, pilot customer onboarding, and success in steady-state transitioning.  Over time, this will transition to a standard revenue-based sales compensation plan with split base (70%) + incentive measures (30%).

Responsibilities: 

  • Become proficient with Lexmark IoT Services platform and IoT landscape broadly
  • Identify pilot opportunities for early adoption and partnerships for platform
  • Work closely with IoT Services Portfolio Mgr. for offering refinement
  • Prepare and deliver formal value proposition presentations to prospects and customers
  • Create an IoT Services customer funnel
  • Nurture recently onboarded customers, especially early pilot adopters
  • Deliver IoT Services revenue growth over time.

Preferred Qualifications: 

  • IoT technical understanding
  • Direct software (or related) sales or pre-sales experience  
  • History of revenue generation sales success
  • Ability to work with wide swatch of customer levels from C-suite to technical architects
  • Strong business development and prospecting skills to develop new business 
  • Experience selling and negotiating software contracts
  • Team oriented, enthusiastic, and self-motivated
  • Entrepreneur approach to role
  • Strong presentation, communication, and interpersonal skills