Managed Svcs Sales Rep IV

About the role

Toshiba Global Commerce Solutions is seeking a Managed Services Sales Representative IV to manage and drive sales of the company’s managed services contracts. This role involves establishing and maintaining long-term relationships with both existing customers and potential new clients. The individual will be assigned a portfolio of named accounts within a specific geography, with responsibility for achieving annual revenue targets.

Each Managed Services Sales Rep is responsible for managing a territory of clients, with revenue responsibilities ranging from $10M to $30M annually. Financial responsibilities include all managed services opportunities, covering maintenance and installation services.

This is a career-level sales role that involves moderate complexity in handling RFP/RFI responses and solution engagements.

Responsibilities

• Sales and Revenue Generation: Execute tactical and strategic sales contracts for maintenance and installation services. Handle customer queries effectively, including overcoming objections during the sales process. Meet and exceed revenue targets (quota) as set by the business.
• Client Relationship Management: Establish and maintain effective relationships with key customers, agents, and lead generators to enhance sales opportunities. Collaborate with operations to coordinate product/project completion dates.
• Pipeline Management: Develop and manage a robust pipeline of sales opportunities throughout the sales cycle.
• Product Presentation: Present and demonstrate Toshiba products to senior executives of client organizations. Highlight key features such as company vision, product flexibility, system integration, and ROI.
• Record Keeping & Reporting: Maintain accurate sales records, expense plans, budgets, and databases. Respond to RFP/RFI requests and create analyses such as sales proposals and gross margin analyses.
• Market Awareness: Stay informed about market trends, competitor activities, and customer challenges. Provide strategic and tactical recommendations to enhance sales and marketing efforts.
• Cross-functional Collaboration: Work closely with internal departments (Professional Services, Product Management, Engineering, etc.) to meet customer and company needs.
• Additional Duties: Perform other related tasks as assigned.

Requirements

• Education & Experience: Bachelor’s degree and a minimum of 8 years of experience in a retail provider company, representing software, hardware, or services (Professional, Managed, or SaaS). Proven sales record with above-quota achievements. Equivalent internal advancement opportunities may be considered.
• Industry Knowledge: Extensive working knowledge of the retail industry or direct experience. Familiarity with competitive products or services within the industry.
• Skills: Strong presentation skills, with the ability to interact with C-suite executives (CEO, COO, CFO, CTO/CIO) and senior management. Excellent written and verbal communication skills. Proficiency in MS Word, Excel, PowerPoint, and industry-specific software.
• Account Management: Demonstrated history of effective sales and account management techniques. Ability to review and analyze sales proposals, cost estimates, RFP responses, and ROI studies. Strong team player with the ability to work in a collaborative selling environment.

Benefits

• Group health coverage (medical, dental, & vision)
• Employee Assistance Programs
• Pre-tax spending accounts
• 401(k) plan (with company match)
• Company provided life insurance
• Pet Insurance
• Employee discounts
• Generous paid holiday schedule, paid vacation & sick/personal days