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Regional Principal (Managed Print Services, Workflow Automation, Digital Information Solutions)

Keywords / Skills : MPS, "Managed Print Services", EPS, "Enterprise Print Services", Sales, "Subject Matter Expert", "Office Print", Digitalization, workflow automation, "Production Print", "Deal Negotiation", Leadership

10 - 15 years
Posted: 2018-06-27

Job Description
Regional Principal (Managed Print Services, Workflow Automation, Digital Information Solutions)

The Regional Principal plays a leadership role in driving large-scale service revenue in the nation's largest enterprises.

The Principal possesses a blend of the following critical skills, knowledge and expertise:
  • Strong business development experience 
  • Senior client relationship management 
  • Industry knowledge 
  • Business process expertise 
  • Solutions design and development 
  • Project leadership 

Position Summary: 
  • The Regional Principal is a seasoned consulting professional, with the ability to develop high level client relationships, partnerships and multi-million dollar consulting success within targeted regional / global clients. And, in pursuit of qualifying, developing and closing large Company's services opportunities. 
  • The Regional Principal is a multi-functional services executive who can focus across all divisions, meeting and setting objectives at the executive level for rollout of Company services across functions on a regional and global basis. 
  • The Regional Principal has the ability to communicate and differentiate the Company value propositions at divisional and corporate levels and manage the sales process for the portfolio of Company opportunities. 
  • The Regional Principal has responsibility for overall strategic services growth and is empowered to drive that business through a collaborative relationship management process. 
  • The Regional Principal must demonstrate a blend of highly effective characteristics beyond his/her technical expertise including presence in front of customers and leadership among his/her peers. 

Responsibilities:

  • Qualifying, pursuing and closing large-scale new services business opportunities within targeted enterprises at regional level. 
  • Present bid / deal, negotiate terms and gain contract. 
  • Leading the effort to develop account services strategy and plan. 
  • Developing a network of appropriate executive relationships within the client account together with Account Global Business Manager. 
  • Becoming the "trusted advisor" on Company issues and an advocate for both the client and the Company. 
  • Participating with the industry sales organization in account planning and joint discovery of client needs. 
  • Providing the business rationale and risk assessment for making investments in the account and identifying appropriate outside alliances. 
  • Building supportive, flexible teams while leveraging existing resources whenever possible. 
  • Strong partnership with Sales and Delivery organization. 
  • Selling by multi-functional virtual teams and complex sales structure. 

Qualifications:
  • More than 10+ years working in information technology consulting, with significant experience in client engagement activities. 
  • Demonstrated the ability to develop value-based relationships within clients and leveraging them into multi-million dollar account relationships 
  • Led many business development cycles by using service based solutions, demonstrating consultative selling and demonstrating closing skills 
  • Established a track record of achieving revenue targets 
  • Shown superior engagement skill in managing the lifecycle of the complex sale 
  • Demonstrated ability to motivate and manage a pursuit team, as well as mentor and coach individuals in the team 
  • Co-develop relationship expectations with key client executives. 

Requirements:
  • Consulting background, including managed services or professional consulting.
  • Experience in providing and/or delivering either one of the domains: 
           a) Managed Print Services (MPS) – covers managing document print, asset infrastructure for office environment and 
               document workflow
           b) Business Process Outsourcing (BPO) – covers digitalization, workflow optimization and automation

           c) Mail and Distribution, statement and policy printing, print production
  • Experience calling on senior level executives. 
  • Ability to bring an intangible to life. 
  • Proven track record of leading on strategy and execution around business development and strong credibility with clients. 
  • Utilizes consultative skills to identify customer pain points as well as develop and manage complex statements of work. 
  • Strong contract and project management skills with the ability to architect complex proposals. 
  • Strong communication [including written and presentations] and negotiations skills. 
  • Able to develop internal and external ROI and business cases. 
  • Strong analytic & problem solving skills to solve complex problems. 
  • In-depth selling and delivery methodologies knowledge. 
  • Proven ability to influence decisions. 
  • P&L mastery that drives project profitability. 
  • Strong partnership with Sales and Delivery organizations. 
  • Familiarity/knowledge of financial services industry. 
  • Knowledge of Lean Six Sigma


About Company

TheExecutiveCircle Asia Pacific Pte Ltd

Built on the foundation of 25 years of experience, The Executive Circle is a partnership of accomplished Executive Search Professionals supporting the needs of clients in the Asia Pacific region.

With a track record of more than 10 years each, our Consultants have successfully supported Global Multinationals, Asian Home Grown Enterprises, and Start-up Companies in their Expansion, Turnaround and Succession Planning Strategies over the years.

Having seen the boom and bust of the last 10 years have reinforced our belief that recruitment is not merely the hunt for the right technical skills.

What differentiates a successful company from the competition will ultimately depend on their ability to engage, retain and develop the right talent to become key assets to the business.

Our Consultants’ Understanding of each Industry Domain, HR Requirements & the Business Environment; our Consultative Approach to each client; and Our Commitment to the Values of Integrity, Confidentiality & Professionalism are the reasons why 75% of our assignments come from long terms repeat or referred clients.

Moving forward, our Vision is to strengthen the value we provide to our senior level clients, candidates and business associates, in whose continued Confidence, Trust and Reliance we have been privileged to attain.
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