Account Manager - Scan at Epson

Your mission:

• The Account Manager - Scan is responsible for influencing and managing the sale and lifecycle of Scan deals to develop and grow the size, scope and profitability of the Epson Scan business. They will help enable Reseller & End-User Account Managers, manage key Value-Added Reseller (VAR) relationships, and work in collaboration with the Scan Central team.

What you will do:

• In conjunction with the Scan Central (EMEAR) team, develop the local ‘Go to market’ strategy and tactics for scan products for the territory, covering all channels to market and with direct responsibility for key accounts.
• Support the EPSON local sales teams (Reseller & Corporate/End-User) for sales and tender generation activity, acting as the Scan specialist/advisor to educate channel partners in the technology and potential solutions.
• Work directly with key strategic customers to identify and influence on the most appropriate solution to meet their needs and provide input into bid proposals, projects and technical documents. (e.g. software integration, OPEX vs CAPEX, click charge, monthly fee, leasing, roll out, advanced services, maintenance etc.)
• Develop a custom-made solution for the customer and build the offer in conjunction with Epson’s sales and support teams and, subcontractors (e.g. service partners, ISV’s, finance organisations) to meet the required specification.
• Manage the negotiation process with the customer and any linked external service providers or contractors.
• Make deal support request (special quotes) after filtering and qualifying sales rep feed-back.
• Educate and train the local Reseller and Corporate/End-User sales teams on all activities associated with Scan including value proposition, financing, technology (hardware and software).
• Closely collaborate with the Scan Central (EMEAR) team for tender requests, to share pipeline management, market intelligence, project /deal experience, issues and solutions and ensure alignment with European strategy.
• Identify any potential opportunities for cross selling other Epson products to the customer and provide leads and support to the relevant Epson sales team.
• Translate and localize sales tools and sales training provided centrally, for local sales force as well as for channel partners.

Contract Management

• Plan and manage the process for implementation and delivery of the solution and work with the relevant internal and external (if applicable) teams alongside the end customer to roll out the project.
• Manage and monitor the delivery of the service/solution, including any third-party contractors.

Manage the account/customer for the duration of the contract lifecycle including;

• review the account to optimise the delivered quality of service and adherence to SLA’s (through Epson internal teams and third-party partners/contractors)
• monitor and coordinate internal Epson functions to optimise contract administration and reporting.
• Support with the end of contract/renewal phase to maintain and build on existing business.
• Review local opportunities for strategic partnerships with third parties (e.g. ISV’s, service providers etc.)

What we ask for:

• Ideally educated to degree or equivalent level in technical or business-related discipline.
• Experienced working in an IT services sales environment with a clear understanding of end-user issues and selling a value-oriented solution.
• Technical expertise in Scan or similar discipline and able to communicate and demonstrate the value and benefits of MPS services / solutions to sales teams, end users and channel partners.
• Excellent project management skills and a good understanding of financial and legal aspects relating to service contracts.
• Strong negotiation skills both with customers and third-party partners/contractors.
• Pro-active and driven results-oriented approach.
• Excellent communication and persuading/influencing skills with the ability to adapt to a variety of audiences.
• Strong analysis and problems solving capability with a focus on finding effective solutions.
• Ability to build and proactively manage relationships with both customers/channel partners and internal sales support functions.
• Able to work independently and flexibly as part of a small team.
• Resilient and able to manage multiple priorities.
• Strong IT skills, including a good understanding of Excel, Word and PowerPoint.