Sr. Tech Sales Specialist

Toshiba Global Commerce Solutions - External•Durham, NC

20h

About The Position

The Senior Technical Sales Specialist provides subject matter expertise on retail technology solutions including Point of Sale hardware, retail store and enterprise software, electronic payments, semi-integrated payment solutions including payments infrastructure, provided within the value chain and typical go to market approaches for the offering, and related Professional Services. This position will provide SME (subject matter expertise) on the assigned Toshiba solutions to direct retail clients/ prospects with a goal to also build and maintain positive, long-term relationships. The Senior Technical Sales Specialist is responsible for achieving the revenue and profit objectives assigned in support of the North American region.

Requirements

Bachelor’s degree with 8+ years of related experience, or equivalent combination.
Must have 5-8 years of retail solutions experience (preferably sold or supported POS solutions or any other retail solutions)
Deep retail solution expertise and working knowledge of how assigned solutions will solve complex business problems in a retail client’s environment.
Must have Retail industry experience working within the industry
Demonstrated Ability to execute tactical and strategic sales account plans for existing and new clients in order to achieve the revenue targets as assigned. This includes the handling of customer queries effectively and dealing with objections during the sales process.
Strong presentation skills with the capability of interacting with senior management levels such as CEO, COO, CFO, CTO/CIO.
Works well in a team selling environment and maintains good working relationships with other functional company departments such as Professional Services, Product Management, Marketing, Engineering, etc., to ensure both partner & company requirements are met or exceeded.
Create or reviews analysis of such tasks as: sales proposals, work-order cost estimates/proposal completion; ROI Studies, RFP Responses, etc.
Must be well versed in POS and payments technologies including encryption, security, tokenization, tender types, payment flows, hosting models and PCI regulations.
Experience in implementation of these solutions – encompassing support, services, and maintenance is highly preferred
Possess subject matter expertise related to retail software and hardware solutions including POS and integration of payments solutions to these systems, back office and reconciliation techniques, loyalty, mobile shopping, ecommerce and enterprise software.

Responsibilities

Responsible for achieving the revenue and profit objectives assigned primarily in support of the assigned region or accounts, and secondarily supporting other regions.
Execute tactical and strategic consultative sales account plans for existing and new clients in order to achieve the revenue targets (quota) as directed by the Business. This includes the handling of staff and partner queries effectively and dealing with various selling objections during the sales process.
Establish and maintain a high level of positive and effective contact with key partners, agents, lead generators and others to enhance sales opportunities for new and continuing business development and major partner accounts within the Channel.
Develop, manage, and maintain a robust pipeline of sales opportunities through the entire sales cycle using Salesforce.com to log and keep track of sales opportunities.
Present and demonstrate Toshiba solutions in group meetings to 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 constant awareness of markets, competitor activities and problems within the Channel, recognize trends that develop, and make appropriate strategic and tactical sales/marketing/program recommendations to take corrective actions. Identify opportunities for improvement processes in general working practices and team efficiency.
Provide Subject Matter Expertise in one or more solutions. Mentor and train junior level employees.
Travel as necessary to maintain a presence with customers, staff, and enhance relationship opportunities, attend trade shows, and visit client facilities on a consistent timetable or schedule. Will work very closely with other members of the Sales Group.
Maintain up to date and accurate customer sales records, expense plans, budgets and related databases. Responds to customers RFP/RFI Requests in a timely and professional manner to facilitate success.
Perform other duties as assigned.