Enterprise Account Manager

The Enterprise Account Manager fulfills an essential role in the B2B end user sales. The EAM is accountable for the overall sales performance of the listed and targeted Enterprise customers in a dedicated geographical area.
ROLES, RESPONSIBILITIES AND AUTHORITY
For the sales of Lexmark hardware, software and services to the UK corporate enterprise market. The Enterprise Account Manager (EAM) will be responsible for managing this sales territory for Lexmark and establishing / growing a customer network capable of delivering profitable sales revenue to agreed targets.

• The EAM will be expected to have a detailed understanding of their customers and be responsible for building relationships with IT, Facilities, Procurement, Operations and seek engagement and exec support through director and C-level contacts when required.


• The EAM will be responsible to identify opportunities within the listed account territory primarily focused on print but also including process opportunities for IoT software, security, sustainability, and commercial savings/improvements.


• The EAM will be responsible for keeping Lexmark's primary sales automation systems up to date with the require level of information needed to operate the business, including but not limited to forecasting information, sales funnel management, opportunity management and activity reporting.


• The EAM will be responsible for building a commercial proposition for a targeted customer or partner and managing this process through building a business case, calculating, and demonstrating a return on investment and leading the opportunity through the Lexmark pricing process.


• The EAM will remain the single point of contact for the customer throughout the sales cycle providing direction to the pre-sales, project management and implementation teams. The EAM will remain the account relationship and strategy owner after contract signature but will be released from the day to day running of the account by the customer operations team for Managed Print Services contracts.


• The EAM is responsible to stay up to date with key trends and evolutions within their business area. The EAM will be expected to consult the customer on the added value of the technology by showing proven business successes. He or she will seek the position of 'trusted advisor'.


• Lexmark maintains both a direct and an indirect path to market. Managed print Services contracts can be delivered direct or via an approved partner. Traditional business outside of a services contract will be indirect via a partner. As such, the EAM will be required to have a working knowledge of the partner landscapes and establish relationships with both end user customers and partners to support a successful path to market.


Therefore, the Enterprise Account Manager will take up the following responsibilities:

• The EAM will be responsible for the development of business and the achievement of annual sales and customer satisfaction targets. He or she will co-ordinate all activities for the allocated sector, liaising with customers, partners and industry bodies to close business and successfully manage the accounts throughout the lifecycle.


• The EAM develops and implements comprehensive strategic plans for each of the assigned accounts; pursues planned objectives and activities to develop and increase sales penetration of the accounts. Identifies the key decision makers, builds and maintains the necessary relationships with them and introduces the correct solution.


• The EAM remains aware of market and business trends so that he or she may maximize the sales potential for Lexmark offerings by their accurate positioning within his or her dedicated accounts.


• This role will be office based; however Lexmark operates a flexible working environment meaning a hybrid working from home and working from office policy. As a face-to-face salesperson this individual will be traveling to see customers and may be expected to travel further for trainings, events and or customer meetings. This may involve evenings away or international travel when required.


Key Accountabilities:
To meet quarterly and annual revenue goals through the sale of new projects to new and existing clients. To actively contribute to the development and overall success of the sales organization. To behave at all times in a manner that fully supports Lexmark, presenting a good and professional image.
REQUIRED COMPETENCY

Education: Bachelor's degree or similar.
Experience:

• The ideal candidate should have a minimum working experience of three to five years in a sales role with a clear focus on the sales of ICT solutions and a proven track record of successful selling.


• It is important that the candidate is familiar with negotiations at Director level across divisions. The candidate should be able to demonstrate business added value with a focus on the specific situation of the client. A strategic insight in corporate activities is necessary.


• The candidate must have experience in working with large accounts and dealing with the complexity of these organisations. An existing network of business contacts is relevant. The candidate should be familiar with administrative and organisational regulations.


• The candidate should be proficient in Microsoft Office and the use of Sales management tools such as Microsoft Dynamics, Salesforce, etc.


• A successful candidate should have a strong social media presence with tools such as LinkedIn or Sales Navigator. As a brand champion access to a wider customer pool via social media will be required to be successful.


• A proven track record in sales. Experience in selling hardware, software and services is important within the scope of the complexity of Lexmark's offerings.


Competences:

• Result-driven: The candidate is able to work towards a commercial target and commit to agreed sales goals.


• Customer focus: the candidate is able to relate to the customer's business issues and show understanding of his situation. Moreover, he or she is able to present solutions that answer to these specific needs. He or she is able to develop a relationship of trust.


• Communication and negotiation skills: The candidate is a good listener and has good written and oral communications skills to give a professional presentation or develop a detailed account plan. Moreover, he or she is used to conduct complex negotiations and establish a win-win situation with respect for all stakeholders involved.


• Team driven: The candidate is able to steer virtual teams and motivate co-workers by delivering result and stimulating commitment.


• Eager to learn: the candidate is willing to invest in learning on technology and continuously improve his or her skills.