IoT Services Sales and Business Development Manager
Sales & Account Management
All Cities Virtual, USA
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%).