Solution Sales BDM
Job Description Kodak Alaris is a global technology company that's delivering future value through customer solutions. Our advanced, patented intellectual property combines breakthrough technologies, digital transformation, and human know-how to unlock the power of images and information. We make businesses run faster, governments run smarter and provide consumers innovative solutions to preserve and enjoy their most cherished memories. Our future is powered by our employees' creativity. Expect a lot from Kodak Alaris and know that we expect a lot of ourselves and the performance of the company. Alaris The Alaris division of Kodak Alaris is a leading provider of information capture solutions that simplify business processes. We exist to help the world make sense of information with smart, connected solutions powered by decades of image science innovation. Our award-winning range of scanners, software and services are available worldwide, and through our network of channel partners Position Summary The Solutions Sales BDM leads business development programs, working with the Sales, Marketing, Technical Experts and the client to drive adoption of the Kodak Alaris software and solutions portfolio. This position is best suited for a person primarily interested in and capable of being responsible for driving clients to action. A successful candidate has extensive business experience combined with the executive presence necessary to gain the confidence of senior-level leaders within the client organization and the consultative selling ability to motivate a client to act based by tying their desired business outcomes to our portfolio of solutions. The candidate has solid experience in technology solutions and proven communication and relationship building capabilities. Key Responsibilities Achieve monthly revenue targets through direct customer engagement or through self-generated and maintained partner relationships, across 4 different Solutions revenue categories:
Kodak Alaris current Software & Solutions portfolio, Kodak Alaris Professional Services, and Reselling select 3rd party HW/SW as part of broader Solution Services-led Solutions - selling the above 3 as market specific solutions, complete with advisory services as appropriate Support the existing Americas sales organization, as appropriate in the pursuit of the above Solutions revenue categories. Own the entire process from identifying new customers or partners, conducting solution design, through closing deal, with support as appropriate by Solution Architects, Professional Services, and Product Management. Construct multi-element solution proposals, pricing, and presentations to balance the customer and KA's needs in a market competitive way. Develop and own business & account plans to bring relationships to higher levels of maturity, intimacy, and revenue potential. Serve as an internal expert on key markets and opportunities, providing feedback and input necessary to develop market-back Services-led Solutions, inform 3rd party relationships, etc. Monitors and evaluates industry trends and customer experiences relevant to stakeholders. Participate in the creation of use cases that appeal to vertical challenges associated with the business processes aligned to information capture workflows and evangelize those use cases to key stakeholders in the market. Inform the structure and talent requirements needed to expand the Solutions sales organization within the US & Canada market and across Americas. Job Requirements Bachelor degree or equivalent work experience. Minimum of 5
years of experience in a sales or commercial role. Relevant experience in dealing with software, professional services & solutions sales into large enterprise/government end-user, information capture experience a plus. Must have commercial accountability for a business or a business line and proven track record of steadily growing a business. Proficiency in building C-level relationships. Communications and presentation skills; demonstrated success with communication strategy development and delivery, positioning, messaging. Executive presence and ability to command respect with executives both internally and with client organizations. Experience providing digital transformation support to large enterprises in B2B or B2C environments. Experience in developing business through systems integrators, consulting firms, and/or key account / direct sales. Must be willing and able to travel up to 80%. Skills & Competencies Strong strategic and operational skills. Excellent business Acumen - Knowledgeable in current and possible future policies, practices, trends and information that impacts on the business and organization. Able to translate market trends and customer needs into business opportunities and action plan. Demonstrating a consultative selling ability capable of quickly understanding unique customer workflows and situations to motivate a client to leverage Kodak Alaris' solutions for driving outcomes. Uncovering opportunities for non-standard solutions and coordinating with the necessary internal team to design and motivate a client to act Conveying the Kodak Alaris's message at the client and moves them to the Kodak Alaris's point of view. Strong leadership and good teamwork spirit. Demonstrate the ability to work across boundaries and functions. Can gather a team around a goal and provide the motivation to achieve it. Demonstrate record in building a result-oriented culture and a high performing team, structure and process. Track record in people development and talent management. Be able to create an energizing work environment that is in-line with the Company's values.
Salary Range:
$100K -- $150K
Minimum Qualification
Sales EngineeringEstimated Salary: $20 to $28 per hour based on qualifications.
Kodak Alaris current Software & Solutions portfolio, Kodak Alaris Professional Services, and Reselling select 3rd party HW/SW as part of broader Solution Services-led Solutions - selling the above 3 as market specific solutions, complete with advisory services as appropriate Support the existing Americas sales organization, as appropriate in the pursuit of the above Solutions revenue categories. Own the entire process from identifying new customers or partners, conducting solution design, through closing deal, with support as appropriate by Solution Architects, Professional Services, and Product Management. Construct multi-element solution proposals, pricing, and presentations to balance the customer and KA's needs in a market competitive way. Develop and own business & account plans to bring relationships to higher levels of maturity, intimacy, and revenue potential. Serve as an internal expert on key markets and opportunities, providing feedback and input necessary to develop market-back Services-led Solutions, inform 3rd party relationships, etc. Monitors and evaluates industry trends and customer experiences relevant to stakeholders. Participate in the creation of use cases that appeal to vertical challenges associated with the business processes aligned to information capture workflows and evangelize those use cases to key stakeholders in the market. Inform the structure and talent requirements needed to expand the Solutions sales organization within the US & Canada market and across Americas. Job Requirements Bachelor degree or equivalent work experience. Minimum of 5
years of experience in a sales or commercial role. Relevant experience in dealing with software, professional services & solutions sales into large enterprise/government end-user, information capture experience a plus. Must have commercial accountability for a business or a business line and proven track record of steadily growing a business. Proficiency in building C-level relationships. Communications and presentation skills; demonstrated success with communication strategy development and delivery, positioning, messaging. Executive presence and ability to command respect with executives both internally and with client organizations. Experience providing digital transformation support to large enterprises in B2B or B2C environments. Experience in developing business through systems integrators, consulting firms, and/or key account / direct sales. Must be willing and able to travel up to 80%. Skills & Competencies Strong strategic and operational skills. Excellent business Acumen - Knowledgeable in current and possible future policies, practices, trends and information that impacts on the business and organization. Able to translate market trends and customer needs into business opportunities and action plan. Demonstrating a consultative selling ability capable of quickly understanding unique customer workflows and situations to motivate a client to leverage Kodak Alaris' solutions for driving outcomes. Uncovering opportunities for non-standard solutions and coordinating with the necessary internal team to design and motivate a client to act Conveying the Kodak Alaris's message at the client and moves them to the Kodak Alaris's point of view. Strong leadership and good teamwork spirit. Demonstrate the ability to work across boundaries and functions. Can gather a team around a goal and provide the motivation to achieve it. Demonstrate record in building a result-oriented culture and a high performing team, structure and process. Track record in people development and talent management. Be able to create an energizing work environment that is in-line with the Company's values.
Salary Range:
$100K -- $150K
Minimum Qualification
Sales EngineeringEstimated Salary: $20 to $28 per hour based on qualifications.
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