Corporate Slide Deck, Product Demo, Standard Value Propositions, Success Stories, White Papers, ROI calculations, Analyst Reports, Customer Testimonies, Articles in Industry Magazines.
Develop and execute territory business plan.
Embrace my manager’s style / expectations.
Complex Business Needs Driving IT Change Business Challenges Drive Innovation and Growth Improve Flexibility and Agility Make Better Decisions Faster Improve Collaboration and Empowerment Deploy and Optimize End-to-End Business Process Reduce Cost & Complexity Globalization Customer Loyalty Supply Chain Complexity Governance, Risk and Compliance Industry Transformations Mergers & Acquisitions Business Requirements Virtual Infrastructure Must Be Secure Be Reliable and Scalable Leverage Cloud Be Easy to Enhance, Reconfigure and Maintain Complexity Inhibits Business Innovation
Develop sales opportunities consistent with company’s strategy.
Establish broad, meaningful relationships throughout the target account’s management team.
Document the following 4-buckets for each opportunity:
Unique Business Value, Solution Fit, Political Structure & Compelling Reason to Act.
Define, measure and document the business impact company’s solutions will have on
the prospect’s / customer’s business annually
Normalize pricing and product requirement across prospect’s / customer’s organization.
Conduct senior management meeting with company’ executive and key prospect’s management team.
Publish quarterly reports inclusive of 1-year revenue targets.
Keep company informed on key prospect’s / customer’s activities & initiatives.
Be the prospect’s / customer’s advocate.
Industry Awareness Understanding Business Imperatives Business Imperative What is the most basic business issues? Operational Business Decision What / By When / Impact IT Impact and Requirement How should IT react to support the business?