MDS Sales Manager

MDS Sales Manager Job Responsibilities:

Identify and develop new service sales opportunities tailored to the China MDS market; Lead the MDS Sales, Pursuit, and CSM teams in formulating comprehensive service solution proposals that align with MDS account requirements and specifications. Recruit potential partners to enhance HP's MDS solutions. Strengthen key account strategies to facilitate the execution of MDS deals and ensure the stability and growth of existing accounts.

MDS Sales Manager Main Tasks:

• Spearhead strategic initiatives for the enablement and expansion of DMS services in the China market.
• Articulate a compelling value proposition, emphasizing key competitive advantages, capabilities, and market positioning tailored to local needs.
• Collaborate with the Service Category team to promote customized service packages or bundles designed for the target market segment, optimizing sales processes.
• Utilize comprehensive research, stakeholder interviews, competitive analysis, and customer insights to identify service requirements. Work closely with MDS PM to develop innovative MDS solutions aimed at broadening the sales scope in China.
• Evaluate market competition by benchmarking HP's DMS offerings against those of competitors, providing actionable insights to both the China and Worldwide Service Category teams.
• Continuously assess cost competitiveness relative to perceived value and profitability.
• Partner closely with the Service Delivery team, ISVs, other partners, and extended stakeholders to design and launch new service offerings.
• Collaborate with the BPS hardware GTM (generalist and specialist) teams to facilitate cross-selling opportunities from hardware to service sales.
• Determine pricing strategies by leveraging market research data and competitive intelligence, while reviewing production and sales costs associated with customized orders.

Education and Experience Required

• A Bachelor's degree or equivalent is required.
• Typically, 10 to 15 years of professional experience in End User Account Sales Management, IT Professional Services Sales, and Business Management and Planning are required.
• Experience in Financial Leasing Services and Channel Sales Management is highly desirable.

Knowledge and Skills

• Demonstrate strong leadership capabilities, complemented by cross - functional expertise spanning sales, supply chain, and marketing domains. This expertise enables seamless navigation and effective decision - making across diverse business functions.
• Possess in - depth knowledge of IT professional services, service management tools, IT outsourcing mechanisms, and leasing processes and best practices. This knowledge base allows for the proficient handling of complex IT - related business operations and strategic initiatives.
• Exhibit excellent business planning skills, along with the proficiency in multidimensional communication with end - user accounts. This ensures the accurate understanding of customer needs and the development of tailored business strategies.
• Have advanced financial planning and modelling skills, and the capacity to manage highly complex business planning and reporting tasks. This enables the accurate assessment of financial performance and the formulation of data - driven business strategies.
• Demonstrate robust communication skills when interacting with senior management both internally within the organization and externally with partners and stakeholders. This facilitates effective information sharing, consensus - building, and the promotion of business interests.
• Possess strong negotiation skills, as well as the ability to articulate and frame the value proposition of service products and solutions to key account customers. This helps in winning new business, maintaining customer loyalty, and driving business growth.

Impact/Scope

• Concentrate on the lifecycle services of PC clients across multiple product lines. This involves managing all aspects of the PC client's journey, from initial deployment to end - of - life, for a diverse range of products within the portfolio.
• Engage in solution selling of moderate complexity. This requires a comprehensive understanding of customer needs, the ability to integrate various components into a cohesive solution, and the skill to communicate the value of the solution effectively to the customer.