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Sr. Channel Sales Executive - CDW/DMR

Durham, NC

Toshiba Global Commerce Solutions is seeking a dynamic Sr. Channel Sales Executive to lead and drive the sales of Toshiba's retail solutions. This role requires deep expertise in retail technology and a strong background in sales, focusing on hardware, software, and services. The Sr. Channel Sales Executive will work closely with account managers, pre-sales consultants, and delivery personnel to exceed sales goals and drive revenue growth.

Qualifications

  • Bachelor’s degree with 10+ years of experience managing channel partners (or equivalent combination of education and experience).

  • 5+ years of experience in the retail industry as a sales or technical engineer.

  • 5+ years of B2B sales experience in hardware, software, or services, with demonstrated success in prospecting, territory management, and closing deals.

  • 3+ years of experience selling into the DMR channel preferred (channel partner sales experience required).

  • Strong knowledge of retail hardware, software, and services solutions.

  • Ability to translate high-level technology concepts into business value for non-technical executives.

  • Proven track record of developing and executing channel programs and account plans.

  • Strong presentation and communication skills with the ability to interact with C-level executives.

  • Skilled in Microsoft Office Suite (Word, PowerPoint, Excel) for communications, presentations, and financial modeling.

  • Strong analytical and forecasting skills with experience tracking revenue pipelines.

  • Goal-oriented, self-motivated, and able to thrive in a fast-paced environment.

  • Excellent organizational and time-management skills with the ability to manage multiple priorities.

  • Willingness to travel up to 50%.

Key Responsibilities

  • Lead the sales of Toshiba’s retail hardware, software, and services through channel partners, with a focus on the DMR channel.

  • Develop, implement, and execute annual business partner account plans and channel programs to achieve revenue targets and drive profitable growth.

  • Build and maintain strategic relationships with executive leadership at partner organizations while strengthening Toshiba’s presence across category managers, partner managers, and sales teams.

  • Conduct quarterly business reviews with key partners and ensure accountability for growth objectives.

  • Deliver ongoing education programs, including onsite floor days, lunch & learns, and training events, to increase partner knowledge and Toshiba’s mindshare.

  • Execute a regular cadence of meetings with partner sales teams and make joint sales calls to close business opportunities.

  • Maintain up-to-date records in CRM systems, ensuring opportunities are tracked and progressed through the sales pipeline.

  • Represent Toshiba at industry events and partner forums, presenting to senior management (CEO, COO, CFO, CIO/CTO, and other executives).

  • Collaborate with internal teams—Professional Services, Product Management, Marketing, and Engineering—to align solutions with partner and customer needs.

  • Consistently achieve or exceed assigned sales quotas while fostering long-term partner and customer relationships.

 

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) 

 

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