Steve Cotham Email & Phone Number

Michigan, United States

Michigan, United States

Lead Presales resource for NA responsible for delivering the industry expertise needed to move the needle for HPE in healthcare. Daily activities varied from direct seller, or partner support, executive briefing support, industry conference support e.g. HIMSS, CHIME, RSNA, Beckers, and solution and partner development to ensure sellers were positioned to win. Other sales support efforts included RFP support, proposal development, collateral development, white papers, creation of POV decks, industry playbook development, assisted sellers with ABP's and strategic customer and opportunity targeting. Contracted with third party companies to bring industry specific tools delivering customer and industry insights to sellers to assist with strategic account planning.

Assigned to Agfa Healthcare's largest Strategic Accounts in the Midwest, responsibilities included establishing, maintaining and growing executive level relationships, ensuring customer satisfaction for installed products was maintained, service agreement renewals and cross selling the company's full portfolio of hardware and software solutions both to the LOB's and direct to IT execs within assigned health systems. Role included responsibility to drive necessary Infrastructure sales to run these environments partnering with leading storage vendors e.g. EMC, Netapp and HP to drive both departmental and enterprise-wide storage solutions into these environments. Joint solution selling included SAN/NAS/DAS storage required to support various dbases (block), image caches (file), long term archives (file/object) and backup & recovery environments to ensure the highest levels of uptime were maintained for these mission critical, clinical IT workloads. Storage system design also factored highest levels of data protection to ensure the customers PHI was held securely whether in-flight, in-use, or at rest in primary, or secondary storage solutions. Accounts assigned included commercial, state and local government accounts as well as other public sector accounts e.g. Universities, Teaching and Research Hospitals and County Hospitals with focus in Michigan and Ohio.

Responsible for daily technical field sales support operations for Western US. Managed sales pipelines, sales process and new product launch. Responsible for managing third party vendor partner relationships and presales and sales enablement training. Responsible for developing Agfa's Presales resources to ensure field acct teams and the technical presales support necessary to achieve West region sales objectives. Provide leadership around large, complex sales. Ensure product and solution sales efforts are supported and targeted sales revenue objectives for the region are achieved.

Responsible for direct technical sales support to include IT system design, data center storage and compute while providing technical expertise and leadership throughout the sales process. Additional tasks include RFP response, SOW generation, technical presentation, application demonstrations, site readiness, workflow assessment and acceptance test criteria,