North America Sales Manager

Position Summary

• Job Status: Full-Time, Exempt
• Location: Remote, U.S.- based
• Reports To: Global Sales Director
  
  

The North America Sales Manager leads TROY Group's outside sales team and drives revenue growth across North America through enterprise accounts, distribution partners, and the dealer channel. The role owns team performance, pipeline, and forecasting, and builds TROY's presence with the distributors, dealers, resellers, and software partners that serve the office technology market.

This is a hands-on sales leader who already knows the copier, printer, and print-software industry: how hardware and software are sold, who the channel players are, and how deals move through dealers and manufacturers. Candidates must bring direct experience selling into this industry; general B2B or retail sales backgrounds are not a fit for this role.

Key Responsibilities

• Lead, coach, and hold accountable the North America outside sales team, setting clear goals, KPIs, and sales processes.
• Achieve regional revenue, margin, and growth targets across direct, enterprise, and channel accounts.
• Own enterprise account management and growth, including retention, expansion, and executive-level relationships with TROY's largest customers.
• Build and manage relationships with distributors, office technology dealers, resellers, OEMs, and software partners across the copier, printer, and print-management ecosystem.
• Recruit, onboard, and enable channel partners; develop joint business plans and co-selling programs.
• Represent TROY within the Business Technology Association (BTA) and related dealer and industry networks, building visibility and partner pipeline.
• Direct forecasting, pipeline management, territory planning, and account strategy in HubSpot, with accurate and timely reporting to the VP of Sales.
• Identify new customers, verticals, and partnership opportunities, and expand existing strategic accounts.
• Ensure the team has strong knowledge of TROY's hardware, software, consumables, and secure-printing solutions, and of the competitive landscape.
• Partner with Marketing, Product Management, Customer Success, and Operations on campaigns, pilots, pricing, and customer feedback.
• Lead proposal presentations, RFP responses, and contract negotiations for key opportunities.
• Represent TROY at trade shows, dealer events, and customer meetings; travel as needed across North America.
• Perform other duties as assigned.
  
  

Required Qualifications

• Industry experience is required: a minimum of 5 years of B2B sales experience in the copier, printer, managed print, or print/document software industry (for example, with an office technology dealer, OEM, distributor, or print-software vendor). Candidates without this industry background will not be considered.
• Minimum of 2 years of sales management experience, directly leading and developing a team of sales professionals.
• Proven record of meeting or exceeding revenue targets in a complex, solution-based sales environment.
• Working knowledge of how office technology hardware and software reach the end customer, including dealer, reseller, and OEM relationships.
• Strong forecasting, pipeline management, and CRM discipline (HubSpot experience a plus).
• Excellent negotiation, presentation, and written and verbal communication skills.
• Ability to lead effectively in a remote environment and travel up to 50% across North America.
• Bachelor's degree preferred; equivalent industry experience may be substituted.
  
  

Note: This role is not suited to retail or consumer sales backgrounds. Experience must be in B2B office technology, imaging, or print-software sales.

Preferred Qualifications

• Both hardware and software experience: has sold copier/printer hardware and print-management or document software, and understands how the channels differ for each.
• Channel sales leadership: experience building or managing dealer, reseller, distributor, or OEM partner programs.
• Enterprise sales experience: managing large, multi-location accounts or enterprise-level channel and distribution programs.
• Active involvement in the Business Technology Association (BTA) or similar office technology dealer networks, with existing industry relationships.
• Experience with secure printing, MICR, check printing, or financial-document solutions.
• Familiarity with HubSpot (CRM) and NetSuite (ERP).