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- Execute tactical and strategic consultative sales account plans for existing and new ISV’s, OEM’s, and BPs (partnerships) in order to achieve the revenue targets as directed by the Business. This includes the handling of queries effectively, dealing with objections, and following through during the overall sales process.
- Establish and maintain a high level of positive and effective relationships with key partnerships, agents, lead generators, and others to enhance sales opportunities and industry “reach” for new and existing business development opportunities and major key accounts within the assigned portfolio.
- Develop and manage a robust pipeline of partnership opportunities during any given quarter and manage them through the entire initial sales cycle to completion using the company CRM and company defined forecasting methodology.
- Presents, demonstrates, and represents Partnership and Toshiba Products, combined to create a Solution Offering in group meetings to perspective client’s senior executives and emphasizes salable features such as company vision, strategy, reputation, products/systems architecture, flexibility of design, process re-engineering capability, integration of client systems environment, return-on-investment (ROI) studies, etc.
- Maintain up to date and accurate sales records, expense plans, budgets and related databases. Supports with RFP/RFI requests, if and when necessary in a timely and professional manner to facilitate success.
- Maintain constant awareness of perspective new/innovative partnership opportunities in various retail sectors, competitor activities, and problems within assigned portfolio base, recognize trends that develop, and make appropriate strategic and tactical sales/marketing recommendations.
- Travel, and meet as necessary to maintain a presence with partners, enhance relationship opportunities, attend trade shows, user group events, etc. on a consistent timetable or schedule.
- Identify opportunities for improvement of processes in general working practices and team efficiency.
- Work closely with and maintain good working relationships with other functional company departments such as Professional Services, Managed Services, Product Management, Customer Service, Engineering, etc., to ensure both customer & company requirements are met or exceeded.
- Create or review analysis of such tasks as: sales proposals, work-order cost estimates/proposal completion; gross margin analysis; invoice review; and service bulletin review.
- Deep working knowledge of the Retail Industry, selling and representing software, hardware, and services (Professional, Managed) products.
- A proven track record of sales accomplishments and/or above quota achievement. (The company may substitute applicant’s sales experience with advancement opportunities from internal departments such as professional services, product management, etc.).
- Strong presentation skills with the capability of interacting with senior management levels such as CEO, COO, CFO, CTO/CIO, and VP of Procurement, VP of Distribution, VP of Operations, etc.
- The knowledge/experience level required is such that in hiring replacement, candidates would either have to have had previous experience with like partnerships products or services or would require additional training related to the products or services prior to having sufficient knowledge to deal effectively with customers.
- A contact base of relevant partnership companies within the given geography or portfolio.
- Must possess effective written and verbal communications skills.
- Should be able to demonstrate PC proficiency in MS Word, Excel, PowerPoint as well as learn any corporate or industry software used by the position.
- College Degree
- Should have a demonstrated history displaying an in-depth knowledge of sales, account and relationship management techniques.
- 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