Position Summary

Why join our team?

EDO (European Display Organisation) offers leadership, mentorship, expertise and support of the sales & product marketing strategies for Samsung Electronics Display across Europe.
The digital signage market mainly consists of H/W (LCD/LED Signage) and software CMS, (Content Management System). Samsung has been market share no.1 in digital signage H/W market over a decade and trying to improve the H/W sales capacity and inventory in the field by providing additional solutions and services.

DaaS (display as a service) is a business goal to achieve this vision which is a software centric subscription business model that is performing on Samsung’s proprietary platform (Called VX platform)
We are investing heavily in our Product, Brand and Marketing agenda in Europe to drive the execution of our strategic products. Continued investment in industry leading product means our next product launch is never far away.

This role will also provide the successful candidate links to both the Suwon global management, strategy and product planning teams, as well as the local subsidiary Sales teams - regular, direct interaction to shape, agree and closely monitor the execution of our sales strategy will be a priority and therefore European and some international travel will be required.

The EDO business is growing at a phenomenal rate and this position will be a key driver in the success of this part of the organisation.

Role and Responsibilities

Your key responsibilities

As a VXT B2B Business Strategy Manager, the candidate is responsible for putting in place business development plans and activities, leading to the overall success of Samsung European Subsidiaries exceeding sales targets for the Samsung VXT (Visual eXperience Transformation) content management software.

This role works very closely with VXT team in HQ Korea to develop sales strategy plans, and with Channel Sales and Key Account Managers in the local European Samsung subsidiaries to increase the VXT Content Management Software sales attach rate to the Samsung Smart Signage display and LED hardware.

Primary responsibilities will include helping to define key partnerships, developing strategies for how to enter new markets, creating new ways to reach existing customers and markets, bringing new products or offerings to initial customers (farming the market), and building up the right partner ecosystem.

Role Overview

·They will be responsible for planning VXT Solution sales strategy and completing it to achieve the company target.

·New Business Development to expand market with various initiatives for new customers and partners

·Build a strategic partnership with various types of partners to expand the VXT Solution route to market strategy (e.g. Distributors, Independent Software Vendors, Valuable Resellers, Managed Service Providers, Eretailers, etc.)

·Building VXT partner ecosystem by recruiting right development partners as customer and market potentials.

·Analyse European VXT Solution sales data and pipeline to identify business opportunities and threats, in order to implement relevant strategies to support Samsung European Subsidiaries’ sales conversion efforts

·Engage HQ Partners at EVP level and below

What we need for this role

To be successful, you will possess the following skills and attributes:

Demand creation and capture:

·Develop new sales pursuits through existing account teams/pursuits and or through direct engagements with the client

·Ensure appropriate engagement with client’s decision/partner map

·Support defined strategy to implement pursuit

·Support competitive win strategy

·Ensure appropriate engagement with client’s decision/partner map

Leading and supporting Business Opportunity pursuits with VXT partners:

·Develop financial/commercial business plans/cases

·Design and develop solution proposals for specific VXT vertical services

·Monitor pursuit through risk management and identify areas of opportunity to ensure pursuit is kept on track

·Build a Resource plan with partners to deliver the pursuit and gain senior VXT executive sponsorship

·Plan and deliver pursuit through building partner as well as client sponsorship

·Provide support for large/strategically important deal opportunities (e.g. formulating Sales presentations and proposals to deliver customers)

·Support successful conclusion of the pursuit including contract negotiations with the client

Building relationships to maximize opportunities:

·Liaise and work with partners to deliver profitable solutions with VX business plan

·Liaise with other VXT functions, or agents of third parties, as appropriate to meet internal or external customer requirements

·Build trust, engage and develop channel relationships

·Have the ability to move through an organization and become a trusted advisor at various levels

·Ensure all deals are logged on VXT

Engaging clients through thought leadership:

·Ability to articulate a strategy that links to client’s drivers/needs and to drive effectiveness/efficiencies in their business processes

·Generate innovative ideas, challenge current thinking and achieve agreement from the partners when developing the solution design

·Support Service Development with market knowledge to continually develop the service offering.

·Ability to understand/articulate enterprise-wide document outsourcing solution

·Ability to highlight and/or create new opportunities for partners

Key Competencies & Characteristics:

·Upbeat, ambitious, driven, adaptable, delivery focussed entrepreneurial flair.

·Experience in influencing and dealing with key internal and external customers preferably at a Pan-European level

·Think strategically - seeing the bigger picture and setting aims and objectives in order to develop and improve the business

·Work strategically - carrying out vital planning in order to implement operational changes

·Have a good understanding of the businesses' products or services and be able to advise others about them

·Excellent verbal and written communication skills

·Strong technical and sales understanding of digital signage software solutions and eco-system

·A proven track record of successfully managing external partnerships and driving business opportunities

·Solid analytical capabilities to understand and present success metrics for business opportunities

·Experience responding to formal RFIs & RFPs for large brand businesses

·Experience developing effective tactical strategies to support sales acquisition

·Experience selling or business development of as a service business (e.g SaaS)

·Strong presentation skills with analytic and logical thinking

·Expandable understanding on IT and displays technologies

·Advanced skills in Microsoft Office, especially Power Point & Excel

The softer side of it...

·Strong business maturity and competence. Executive presence, confidence and maturity

·Solid presentation, creation, and delivery skills to multiple levels within own and partner organizations

·Ability to cultivate and nurture customer relationships

·Interest in technologies and displays markets

·Ability to thrive working with different cultures/backgrounds

·Pan European understanding/thinking

·Proven experience defining strategies to ensure the sustainable sales and market share growth of various digital signage content management software or platform

·Be comfortable and competent engaging with key HQ partners from Executive level down to provide regular strategy and sales updates

·Ability to create new business concept

·Ability to manage and track lead generation and a sales pipeline through business development tools

·Passionate about performance success case

·Strong presenter, negotiator, and influencer

·Excellent written skills

·Organized with good attention to detail

·Able to work as part of wide and varied team

·Advanced skills in Microsoft Office, especially PowerPoint & Excel

·Teammate, but self-starter with the ability to operate independently to achieve defined goals

·Fluent in English and preferably an additional European language

·Proven high achiever

·University degree or equivalent work experience preferred (in a business, Marketing or computer related discipline)

·Experience of working within a sophisticated corporate environment

What does success look like!

·The successful candidate to have developed relationships with all European subsidiaries, understand who to work with in each region and agreed a proactive strategy for VXT

·To have mapped top businesses opportunities for VX in each region and potential channel partners that can provide run rate and project business for VXT.

·All proactive business development activities to be measured weekly and reported back to senior management.

·An agreed sales pipeline to be reviewed on a weekly basis to ensure you are heading towards the company goals as well as your personal goals.

·To see good work ethic, organization skills and resilience shown as these are critical behaviours to be successful in this role.

The interview process

There will be 3 stages to the interview process.

Stage 1 will be with William Sam (Head of Solutions Development)

Stage 2 will be with William Sam (Head of Solutions Development)/Jamie Bugler (Head of Business Development).

Stage 3 will be William Sam (Head of Solutions Development)/Jamie Bugler (Head of Business Development)/Simon Jackson (VP B2C Sales).

Tasks or presentations will be communicated prior to stage 2.

Skills and Qualifications

Benefits of working at Samsung include

Hybrid working – 3 days in the office and 2 days at home per week

Bonus scheme linked to individual, team and company performance

Car allowance (delete if not appropriate)

Pension contribution

Three volunteering days each year

Holiday - 25 days plus bank holidays and an additional day off for your birthday

Access to discounts on a wide range of Samsung products

Access to a discount shopping portal

Partner Colleagues are not eligible for certain types of statutory leave such as Samsung Family Leave or Sick Leave policies but may be eligible for statutory payments via their agency

A note on equal opportunities

We are an equal-opportunity employer and value diversity at our Company. We do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, age, marital status or disability status.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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