Manager, Software

One positive thought inspires another - and yet another. Until you and your team have found a better way to achieve an important goal. That's how we approach our work at BOWE BELL + HOWELL, where we create programs, machines and services for every aspect of the direct-mail process from concept through actual mailing. SUMMARY: Responsible for development of SBS sales pipeline with qualified opportunities; of account strategies in conjunction with field sales teams; and of total business solutions involving software offerings and system integration.DUTIES AND RESPONSIBILITIES:' Helps BB+H field sales teams, consisting of Regional Sales Directors (RSD), Account Executives (AE), and ADF Solutions Managers (ADF SM), to reach their objectives by:' Developing the sales pipeline with qualified opportunities' Advancing customers from Target Set through Opportunity to Solution Proposal' Creating stronger, differentiated BB+H solutions through the application of SBS offerings and business services' Developing of account strategies/tactics' Analyzing customer requirements, strategic plans, and business objectives' Engineering solutions using BB+H products that fulfill customer objectives' Supports the complex selling process by planning and organizing daily work; visiting and/or calling existing or potential sales customers in participation with Account Executives and ADF SMs; and keeping management informed through regular activity reports and communications.' Contributes technical input in support of ADF SM's with respect to sales proposals and the RFP process ' Supports field sales teams by managing and monitoring the sales cycle from data collection through order acceptance; coordinating with Software Business Solutions in the development of solution configurations, coordinating pre-sales efforts; developing pricing structures; verifying solution configurations in conjunction with ADF SM's; providing technical support to customers on complex orders; identifying and resolving customer issues, escalating as required; and assisting with the structured transition of orders to the Professional Services Group (PSG). ' As and adjunct to the AE, adds customer value by acting as a software specialist to customers' key management; advising customers on best product applications to accomplish their objectives; recommending solutions, and/or special considerations. ' Focuses pre-sales efforts on assigned strategic opportunities and AE-ADF SM teams; secondary efforts on leads generated from marketing activities, including telemarketing, direct mail programs, trade shows, and partners.' Contributes to account plans developed by RSD's and AE's for targeted accounts and participates in account review meetings with assigned sales teams. ' Recommends changes in products, service, and policy by evaluating product results and competitive developments; and communicating customer requirements not currently offered by Company to Software Business Solutions. ' Contributes to team efforts by accomplishing related results in a cooperative and supportive manner; participating in team sales calls, proposal development, pricing presentations, consultative selling techniques, and order closing strategies. Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks, participating in professional societies. ' Education, Experience, and Knowledge - Bachelor's Degree in Marketing or Information Technology - 5+ years direct software sales or sales support experience, or equivalent combination of education and experience in a technology environment.  - Thorough knowledge of mail processing systems and processes required - Experience working with external customers a plus  - Knowledge of contract law a plus. RESPOND HERE! Respond immediately by accessing the following dedicated online response form which will allow you to cut and paste your resume. This form will go directly and immediately to the hiring authority for this position. Access the online response form at: http://sh.webhire.com/servlet/resp/rf?jobid=2185619&boardid=711