Managed Print Sales Consultant - Major

The Major Account Managed Print Sales Consultant at Toshiba Business Solutions is responsible for driving net-new revenue growth through the sale of Toshiba’s Managed Print, thermal/barcode, and related technology solutions for assigned major and named accounts. This role requires developing and sustaining strategic relationships with identified major accounts to meet revenue objectives.

About the Role

This is an individual and team contributor role that combines direct selling responsibility with sales support and program leadership to accelerate MPaaS penetration via major accounts. The position involves gaining valuable insight into multiple business units, which can lead to skill development and career advancement.

What You'll Do

• Drive MPaaS, thermal/barcode, and related technology revenue by managing zero-based major/named accounts through strategic relationship building and performance of Toshiba’s managed print services and solutions.
• Own MPaaS performance, including pipeline development, deal execution, and quota attainment. Generate net-new business through direct prospecting, outbound activity, and disciplined follow-up on marketing-generated leads. Manage a large and/or complex major account base, with responsibility for both new logo acquisition and expansion opportunities.
• Execute Toshiba’s sales excellence standards, including CRM discipline, pipeline hygiene, forecast accuracy, and KPI execution.
• Partner closely with field sales executives to support MPaaS penetration across their account base. Act as the MPaaS subject-matter expert, providing guidance on discovery, solution positioning, pricing, and competitive strategy.
• Work with major accounts to understand and identify their strategic needs and ensure they understand Toshiba’s value proposition.
• Develop and maintain major/strategic account and territory plans aligned to revenue goals and client business objectives. Build and sustain strong executive-level relationships with customers and prospects. Deliver high levels of client care while positioning Toshiba as a long-term strategic partner. Identify and pursue cross-sell and upsell opportunities within existing and newly acquired accounts.
• Conduct executive presentations, product demonstrations, fleet audits, and document analysis using approved tools and methodologies.
• Build and maintain a qualified pipeline capable of meeting or exceeding assigned quota.
• Perform other duties as assigned.

What You’ll Bring

• Bachelor’s degree or equivalent combination of education and experience.
• A minimum of five (5) or more years of successful B2B outside sales experience in major/strategic or named account sales, preferably in technology, professional services, managed services, or industry-related solutions. Knowledge of Managed Print Services solutions strongly preferred.
• Proven track record of exceeding aggressive revenue quotas through disciplined prospecting, solution selling, and closing.
• Demonstrated success selling into net-new, zero-based, and expansion accounts using a consultative sales approach.
• Experience engaging with C-Suite executives and senior leaders; negotiation and relationship management skills (at executive level) with ability to manage major account base with success.
• Successful experience working in a team-selling environment, partnering with field sales executives to identify, position, and close complex solutions; ability to manage and grow major or strategic accounts with multiple decision-makers.
• Strong financial and quantitative skills, including the ability to conduct fleet assessments, develop ROI models, and present business cases.
• The ability to travel 50%.

Qualifications

• Valid Driver's License.

Benefits

Includes a base salary of $63K to $81K, uncapped commission, expense, manufacturer incentives, and bonus potential, car and phone allowances, medical, dental, and vision coverage, 401(k) plan with match and company provided life insurance, employee assistance programs, pre-tax spending accounts, pet insurance, and employee discounts, generous paid holidays, vacation & sick/personal business/volunteer days, and opportunities for career growth within a global technology organization.