HP is transforming the book publishing industry, through disruption of traditional supply chain models, bringing back-catalogues and out-of-print books to life and creating the potential for millions in publisher savings and new revenues.
Launched in 2018, HP Piazza enables publishers to shift book titles to the cloud where they can be automatically routed to a global network of Print Service Providers and printed-on-demand. Piazza is transforming the industry though avoidance of warehousing, transit, storage and obsolesce costs, and benefiting the environment in the process. Connecting the consumer to manufacturer, HP technology underpins the entire value chain.
The Solutions business is a new team within the Graphics organization. Formed in 2019, Solutions embraces a startup philosophy and culture. Focused on achieving results over short periods, the team is highly motivated, results oriented and extremely fast moving.
The Publishing Innovation BDM will be responsible for leading HP Piazza, plus other product, sales and business development activities to Print Service Providers across EMEA. The BDE will:
- Create pre-sales materials and configure HP software solutions for demonstration purposes.
- Deliver tailored customer pitches for senior and executive-level management, walking-through key benefits, potential savings and additional revenue.
- Create and deliver pitches and proposals to senior and CxO level management, guiding them to create a business case for adoption.
- Chair pricing negotiations with customers, through to close.
- Upon closing, manage handover to implementation teams for deployment.
- Engage with marketing staff to optimize sales and marketing materials.
- Attend trade-shows and conferences to drive sales activity and lead generation.
- Self-manage a pipeline and sales lifecycle.
- Work hand-in-hand with the GlobalPublishing Manager and other senior HP staff across EMEA and Rest of World to drive Piazza and HP Solutions sales growth.
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Engage with workflow and technical consultants todevelop outline projectplans to support each sale.
You:
- Are passionate about solution sales, networking and relationship building, having demonstrated your sales ability through quota achievement.
- Have deep hands-on experience in book publishing operations including: supply chain, content operations, and production management, gained though work in the industry.
- Have rich knowledge of the unique manufacturing requirements, financial and environmental factors impacting the major publishing industry sectors (i.e.-Higher Education, K-12, University Press, Professional, Trade (including adult, kids' and young adult segments).
- Have a demonstrable network of existing contacts and relationships across a range of publishers and other industry players - readily accessible to support you in the role.
- Can talk fluently about publishing workflows including content creation, pre-press, print, finishing, fulfillment, inventory management, and key domestic and international distribution channels and issues facing the industry.
- Are prepared to quickly become a recognized industry expert on the HP Solutions product portfolio.
- Enjoy prospecting for new business, are a strong solution seller and team player. Can illustrate a successful background in sales in the publishing industry, ideally with a software bias.
- Are a self-starter, highly motivated and a fast-learner. Prepared to lead the sale from first contact to close. Are not afraid to roll your sleeves up, having demonstrated a flair for understanding the deeper technical aspects of the solutions you sell.
- Ability to work on their own and manage multiple customer accounts in parallel, often under tight deadlines.
Qualifications/Expertise:
- Around ten years of relevant sales experience in the book publishing and book manufacturing industry.
- BA/BS in Business or equivalent practical experience.
- Build and maintain extensive range of contacts in the book publishing community and the ability to convey overall HP’s Publishing 4.0 value proposition to C-Level leadership including CEO, COO, CFO, CIO, and CSO
- High level of visibility in the book publishing community as evidenced by participation in major
book publishing community organizations such as the Book Manufacturing Institute, Book Industry Study Group, and similar organizations.
- Excellent interpersonal skills and if you any speak other European language, that is a plus.
- Possess excellent written and verbal communication skills that would support business development activities as well as be used to develop brand awareness across the industry.
We work across borders, and without limits. Global virtual teams share resources and pool their big ideas to solve business issues and meet personal goals. Everyone is valued for the unique skills, experiences and perspective they bring. That’s how we work at HP. And this is how ideas and people grow.
We are looking for visionaries who are ready to make an impact on the way the world works. At HP, the future is yours to create.
Thanks for taking the time to review our job, if you think it is a match to your experience and interests please apply today— we are eager to learn more about you. If you know a friend who may be a fit for the job please refer them.
