Vice President of Origination (Data Services)-Technology Markets Organization

Position Summary:

 

Harte-Hanks National Strategic Markets Organization (NMO) consists of five main verticals: financial, pharmaceutical, retail, technology/telecom, and select markets. This Vice President of Business Origination?s sole responsibility is business origination for our Technology Markets Organization with a specialty selling data services.

 

The focus of this role will be selling and managing sales for Computer Intelligence Technology Database (CITDB).  CITDB is a Harte-Hanks database solution that: Tracks technology installed and planned in 25 countries throughout North America, South America and Europe. Provides comprehensive information for more than 400,000 sites that are doing two-thirds of today?s IT spending. Is built by more than 500 research assistants worldwide making 60,000 calls a month to learn about technology that is not only installed, but also what purchases are planned by today?s growing companies.

The Harte-Hanks CITDB delivers data on IT and business environments, including software, servers, storage, security, personal computers and wireless platforms among other data elements ? in small, medium and large enterprise locations.  Every month the Harte-Hanks market intelligence team completes telephone-based interviews with more than 75,000 information technology (IT) buyers and influencers around the world to build the CITDB, the largest and most in-depth business technology database of its kind. The database monitors installed technology and spending plans at nearly 700,000 business, government and institutional sites in North America, Europe and Latin America that account for a large majority of today?s global IT [information technology] spending. 

 

Responsibilities:

 

Sell integrated online and offline ?data-driven? solutions to key decision makers within telecommunications/High Technology companies.

 

Reporting to the Senior Vice President of Sales and Marketing, he/she will lead all aspects of the sales effort, from initial qualification of prospects through execution of contracts upon conclusion of the sale.  Cross-sell to new P & L?s of existing clients.  This is a new business origination position which will involve extensive prospecting.  In addition, he/she will act as a conduit between the prospect and appropriate technical/support personnel in the Harte-Hanks operating units to identify, organize and focus the resources required to effect the sale.  Specifically, the VP of Business Origination will manage the following:

 

? Effective communication skills; keen understanding of how to navigate politics within an organization/meeting

? Opportunistic strategies

? Lead generation via aggressive prospecting

? Qualify prospects

? Deal Management

? Prepare and deliver proposals for new business

? Identify, organize and focus the resources required to close deals

? Perform needs assessment on potential client

? Provide competitive positioning.

? Needs-based proposal development.

? Provide post-proposal issues resolution

? Conduct product demonstration(s)

? Contract development and execution

? Know, practice, lead Harte-Hanks Client Engagement Method

 

Qualifications:

 

We seek a seasoned business originator with 5-10 years of experience with a proven sales record in selling database services generating new business to hi-tech manufacturers.  Experience with selling technology-driven products or services marketed to hi-tech companies, and/or marketing experience in the hi-tech industry, is essential. The successful candidate must be an exceptional communicator with a strong team orientation and a skill for marketing integrated online and offline data-driven solutions to help drive market share and profitability.  Bachelors degree in business or marketing required, MBA a plus. The following are personal qualities that will characterize the successful applicant:

 

? Independence:  The Vice President of Origination must have the ability to work on his/her own without constant direction or supervision.  He/she must be self-motivated and possess a strong work ethic to continually strive to put forth extra effort.

? Creativity:  The Vice President of Origination must be able to generate imaginative, innovative solutions that meet the needs of hi-tech marketers.  He/she must be a strategic thinker/solution seller.  We don?t typically sell products; we sell integrated solutions.  He/she needs to be able to approach each unique customer situation in different ways using the same tools. 

? Tenacity:  Given the length of the sales cycle, the Vice President of Origination must have the fortitude to stay with a position or plan of action until the desired objective (the sale) is achieved or is no longer reasonably attainable.

? Resilience:  The Vice President of Origination must remain effective in sales situations with or without immediate success, using both positive and negative outcomes as an incentive to move forward toward fulfilling commitments to Harte-Hanks and achieving personal and team hi-tech goals. 

? The Vice President of Origination will be developing his/her own leads (i.e. cold calling).  He/she needs to be self motivated, have the internal drive to keep calling even when they aren?t getting traction immediately and have the capacity to know how to approach each customer and each functional area in target companies. 

? Candidate needs to demonstrate that they?ve managed complex technical sales involving multiple product groups and divisions (without much formal support). 

? Candidate must have the ability to translate how our solutions can impact a hi-tech company?s profitability.

? Must have a thorough knowledge of inner workings within hi-tech companies, i.e., multiple departments and decision makers and appropriate solutions.

 

Compensation:

 

Harte-Hanks is prepared to offer an attractive compensation package, including base salary, incentive compensation, and other benefits.

 

Commitment to Diversity:

 

We are committed to creating an inclusive environment?one that is progressive, flexible, and values the individual contributions of all of our people. The diversity of thought and experience of our people is essential to our success.

 

Harte-Hanks, Inc., San Antonio, TX, is a worldwide, direct and targeted marketing company that provides direct marketing services and shopper advertising opportunities to a wide range of local, regional, national and international consumer and business-to-business marketers.  Harte-Hanks Direct Marketing improves the return on its clients' marketing investment with a range of services organized around five solution points: Construct and update the database -- Access the data -- Analyze the data -- Apply the knowledge -- Execute the programs. Experts at each element within this process, Harte-Hanks Direct Marketing is highly skilled at tailoring solutions for each of the vertical markets it serves.  Harte-Hanks Shoppers is North America's largest owner, operator and distributor of shopper publications, with shoppers that are zoned into more than 850 separate editions reaching more than 10 million households in California and Florida each week.

 

Harte-Hanks, Inc. is the successor to a newspaper business founded in 1923 by Houston Harte and Bernard Hanks. The company went public for the second time in November 1993, listed on the NYSE as HHS and evolved into a company with annual revenues of $1.3 billion.  Harte-Hanks has two business segments?Direct Marketing and Shoppers. 

 

 

Harte-Hanks is an equal opportunity employer.

 

Respond to:  TSOcareers@harte-hanks.com