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:

1. 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.

2. 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.

3. Pipeline Management:

   • Develop and manage a robust pipeline of sales opportunities throughout the sales cycle.

4. 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.

5. 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.

6. Market Awareness:

   • Stay informed about market trends, competitor activities, and customer challenges.
   • Provide strategic and tactical recommendations to enhance sales and marketing efforts.

7. Cross-functional Collaboration:

   • Work closely with internal departments (Professional Services, Product Management, Engineering, etc.) to meet customer and company needs.

8. 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.

ABOUT THE COMPANY 

Toshiba Global Commerce Solutions is a dynamic billion-dollar global company based in Research Triangle Park, NC, providing retail store solutions to your favorite brands.  Have you ever been in a hurry and made use of the self-checkout at Lowe’s Foods, earned fuel rewards at Kroger, or just paid for purchases at retailers such as Walmart, Michaels, Carrefour, The Gap, Calvin Klein, Boots, Cencosud, BJ’s, or Costco?  These are just a few examples of our in-store solutions and impressive customer base that made us the world's installed market share leader.  

The nature of retail is changing quickly, so if you share our 'Together Commerce' vision of a seamless two-way, participatory shopping experience, let’s get together to drive the new economy.  

Toshiba Global Commerce Solutions, Inc. offers a competitive salary and generous benefits package including the following:

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

EEO 

Toshiba Global Commerce Solutions is an equal opportunity/affirmative action employer that evaluates qualified applicants without regard to age, ancestry, color, religious creed, disability, marital status, medical condition, genetic information, military or veteran status, national origin, race, sex, gender, gender identity, gender expression and sexual orientation or any other protected factor. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Individuals who need a reasonable accommodation because of a disability for any part of the employment process should email benefits@toshibagcs.com to request an accommodation. 

DIVERSITY, EQUITY & INCLUSION 

We at Toshiba Global Commerce Solutions firmly believe that our people are an integral part to the success of our customers. Furthermore, we’re committed to Diversity, Equity, and Inclusion for all our people as highlighted by our 5 Core Principles (Create Outreach, Foster Belonging, Unleash Opportunity, Diverse Cultural Engagement and Culture of Transparency).  We’re passionate about our customers in the retail industry and becoming a more responsible company as we help create a brighter future. 

EQUAL OPPORTUNITY EMPLOYER/PROTECTED VETERANS/INDIVIDUALS WITH DISABILITIES 

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)