Sr. Territory Channels Sales Executive

The company.

Toshiba is a provider of technology services for retail businesses to create high-quality digital platforms and products that accelerate time to market. Our diverse and adaptable teams provide the right mix of solutions and methodologies to deliver results as we collaborate with our clients' teams to foster innovation through continuous learning.

Our people.

At Toshiba, all team members are empowered to take responsibility and develop innovative solutions to our customers' most challenging problems. To retain and develop top talent, we foster a work environment that celebrates creativity, encourages skill development, and enables multidisciplinary collaboration.

What will you bring to the team.

Toshiba is seeking a highly motivated and experienced Sr. Territory Channels Sales Executive responsible for achieving the company’s revenue objectives, increasing market share, protecting actual customers, and generating new ones in the assigned sales territory.  This role will focus on strengthening and maintaining consultative strong relationships with customers and partners, driving the growth through innovative technology solutions in hardware, software and services.

What will you be doing:

• Achieve the targets assigned by the company, increasing the sales financial indicators, expanding the market, and developing new solutions.
• Identify business opportunities and develop effective sales strategies to maximize growth and profitability.
• Act as a consultative advisor to clients, understanding their needs and offering personalized technological solutions and working with partners.
• Execute strategic, tactical, and consultative sales plans with customers and business partners for the assigned portfolio to meet the targets defined by the company.
• Negotiate contracts and sales agreements, ensuring customer satisfaction and compliance with company objectives.
• Develop, manage, and maintain a robust pipeline of sales opportunities throughout the sales cycle using the company CRM to log and track opportunities. Accurately forecast current and potential sales using the company’s defined forecasting methodology.
• Establish and maintain a high level of positive and effective contact with key customers. partners, distributors, agents, lead generators and others to enhance sales opportunities for new and continuing business development and major client accounts. Experience of “hunting” for new customer opportunities and ability to establish relationships with both existing and new customers and business partners.
• Keep and build a strong brand presence through excellent relationships with end customers and partners at all organizational levels, mainly C-level and Top executive levels.
• Build and make presentations and product demonstrations to potential and existing customers.
• Maintain constant awareness of the market, competitors’ activities, and channel challenges.
• Develop sales strategy focused on solutions such as Self Checkout, POS software solutions, services among other proposals, adding value to the traditional business.
• Assist customers and business partners to get satisfactory timelines and/or coordinate with operations to establish product/project completion dates.
• Create or reviews analysis of tasks such as: sales proposals, cost and gross margin analysis, ROI studies, invoice and O.EM. review, RFP processes, among others.
• Travel to maintain presence with customers, staff, and partners, enhance relationship opportunities, attend trade shows, and visit client and partners facilities consistently.

Naturally to be successful in this role, you must have and know of:

• +8 years of experience in IT sales (hardware, software and services) and business partner/distributor management in a similar role and related industry.
• Proven track record working under a quota system and consistently achieving challenging financial sales targets.
• Experience in Chile market sales.
• Product expertise and working knowledge of how assigned solutions will solve complex business problems in a customer’s environment.
• Ability to execute tactical and strategic sales plans for existing and new partners and customers.
• Experience in collaborative sales environments and maintaining strong working relationships with internal departments such as Professional Services, Product Management, Marketing, Engineering, and others.
• Experience working and selling in multi-cultural environments.
• Ability to work autonomously and manage multiple priorities.
• Consultative and client-oriented approach.
• Availability to travel.
• Advanced English level.

Preferred skills:

• Sales experience in different South America Countries, locally and remotely
• Knowledge of Retail Industry
• Experience in a similar Retail Technology Provider Company.
• RFP’s experience.
• Use of Salesforce.

We offer:

• Use of Salesforce.
• Excellent commission plan. 
• Complementary insurance (includes spouse and children).
• Annual school reimbursement.
• Vacation bonus.
• Bonus for the birth of children.
• Assistance for death of a family member (covers spouse or children).
• Annual bonus in July.
• Annual bonus in December.
• Pension plan.
• 13th salary.
• 14th salary.

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.