Specialist Selling to the Federal Government
Cannon IV, Inc.- Washington D.C. Metro Area
Job Description
Managed Print Services & Document Solutions Specialist
Selling to the Federal Government
Cannon IV, Inc., an Indianapolis based Document Technology Solutions Provider is currently seeking qualified applicants for a Managed Print Services (MPS) & Document Solutions Specialist position. This MPS specialist will focus on selling printers, multifunction devices, service, supplies and solutions through the Cannon IV GSA #36 schedule.
The major goals of the job is to initiate opportunities and drive sales to the Federal Government in securing legacy printer/MFP fleets and pages under contract including supplies and services. The MPS Specialist will be accountable for uncovering opportunities, assessing prospect and client environments, proposing solutions, managing accounts under contract and conducting account reviews with the outcomes of: developing new transactional and solutions based business, growing pages under contract, maintaining customer relationships, protecting the account from competitive threats and renewing contracts.
Definition of Managed Print Services
MPS is defined as the bundling of break/fix services and consumable's into a cost-per-page package in which the MPS provider manages and pro-actively maintains the customer’s legacy printer fleet. MPS could include placing any new devices on an all-inclusive contract. MPS is generally more than a CPP agreement on printers. MPS can include automatic supply replenishment, proactive maintenance and ongoing monitoring of the print environment. MPS may also include consulting services resulting in the optimization of the print assets, purging of obsolete printers and redeployment of under and over utilized devices. Effective MPS results in device consolidation and standardization. Bundled or all Inclusive contracts also provide customers a streamlined procurement and accounts payable methodology. MPS could offer IT Help Desk support services, onsite service staff, and advanced services such as job routing, cost recovery, and document management software solutions.
Essential Activities
The MPS Specialist will be responsible for initiating and implementing the MPS sales process. The general steps of the MPS sales process include but are not limited to:
1.Targeting prospective opportunities through:
2.Vertical prospect planning
3.National IT Partner development (Strategic Alliances already in place)
4.Presentation on the Cannon IV MPS methodology
5.Securing print environment assessments
6.Assess the print fleet (gather quantitative and qualitative data) in coordination with an assigned Cannon IV Solutions Architect (SA)
7.Install of network auditing tool (FM Audit)
8.Conduct physical walkthrough of prospects environment
9.Develop the Executive Summary – Along with the SA
10.Analyze assessment findings (current state, populations, volumes, costs, etc.)
11.Design proposed state (recommendations to consolidate, standardize, optimize, refresh, etc.)
12.Publish Executive Summary
13.Conduct consensus meeting with customer
14.Review assessment findings
15.Present general recommendations
16.Develop the proposal
17.Develop specific proposed state
18.Proactively manage the account and expand the opportunity
19.Maintain visibility
20.Conduct effective account reviews, validate the value of MPS and constantly improve/optimize the print environment.
21.Justify expansion of assessment to uncover advanced solutions opportunities ( i.e. Software)
22.Availability to travel throughout the United States
Behavioral characteristics, attitudes, skills required:
Skills: Multi-tasking, executive communication, presenting, cost-per-page selling, program knowledge, product knowledge (legacy print devices, replacement devices) and time management.
Characteristics: Collaborative, personally motivated, confident, adaptable, analytical, detail and process oriented, organized.
Ideal candidate will possess the following attributes:
Bachelor's degree in Computer Science, Business Administration, Sales, Marketing or related field or equivalent combination of education and experience.
l Prior experience selling to the Federal Government
l Expert knowledge of IT sales.
l Previous experience selling imaging and printing solutions
l Strong understanding of Managed Print Services
l A self-motivated, go-and-get approach and the will to win.
l Strong presentation, sales, negotiation and influencing skills.
l An organized, team approach.
•Strong office technology skills (Microsoft Word, Excel, and PowerPoint)
•Consultative selling approach
•Strong proposal writing skills
•Ability to multi-task and manage concurrent projects
•Impeccable time management skills
•Experience calling on C-level decision makers including Chief Information Officers, Chief Financial Officers, etc.
•Residency in or around the Washington, DC area a plus.
Experience in the following areas:
•End-user enterprise customer sales.
•Sales with in-person customer visits.
•Providing technical assistance within selling process.
•Product demonstrations.
•Strategic sales account experience.
•Definition of specific sales plans.
•Working with external partners to deliver solution sales.
•Interface with all levels in customer organization, particularly executives.
•A proven history of above quota performance.
•Coordination or team leading with other sales professionals.
Skills Include:
•Account plans and long term sales funnel development.
•Selling of complex products and services.
•Selling of solutions.
•Resource management.
•Marketing skills.
•Communication skills.
•Negotiation and closing skills.
•Creative ability.
•Consulting skills.
•Leadership qualities, credibility.
•Self-confidence.
•Acuteness.
•Willpower.
•Intellectually flexible.
•Sense of Urgency
Benefits:
Cannon IV offers a highly lucrative compensation program featuring the following:
•Competitive salary plus generous commission schedule
•Full health care package including major medical, prescription, life, dental, and vision
•401k retirement plan
•Paid holidays and vacation
Background on Cannon IV, Inc.:
Cannon IV, Inc., founded in 1975, is a family owned business headquartered in downtown Indianapolis. We employ over 80 employees between our Indiana, Ohio, and Texas operations. As one of the largest Hewlett Packard imaging resellers in the United States, we serve over 3,000 customers and have annual revenues in excess of $30 million dollars. Our MPS offering is recognized on a national level with over 1.2 BILLION pages under contract and over 40,000 devices under contract management in all 50
Company Description
Cannon IV, Inc., founded in 1974, is a leading independent service provider and reseller of printing and imaging solutions. Cannon IV integrates best-in-class systems from leading manufacturers, such as Hewlett Packard, Panasonic, Lexmark and Okidata to improve document workflow and increase efficiency. Cannon IV’s diligence to remain a leader in the ever-changing world of office document technology reflects a commitment to customers to supply innovative products and service programs.
An ever-expanding line of printers, copiers and computer supplies are provided to schools, government organizations, and businesses across the United States. Cannon IV has a broad line of more than 200,000 products offered via direct sales and e-commerce, including single function ink and laser printers, multifunction printers and copiers, large format printers and document management software solutions. Furthermore, Cannon IV is a highly respected, certified printer and copier service and maintenance organization with more than 150 years combined experience.
Cannon IV is headquartered in Indianapolis, Indiana with operations in Ohio and Texas.
Additional Information
Posted:November 21, 2011Type: Full-time Experience: Mid-Senior level Functions: Sales Industries: Business Supplies and Equipment Job ID:2208262
Original Post