Managed Services Sales Rep IV

Managed Services Sales Rep IV

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.

Areas of Expertise & Special Skills:

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.

Key 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.

Financial Impact:

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.

Complexity:

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