Sales Representative IV - Elera
Toshiba Global Commerce Solutions is seeking a Sales Representative IV - Elera. The Tech Solution Sales Representative is a customer-facing solution sales professional responsible for positioning Toshiba Global Commerce Solutions' (TGCS) retail technology portfolio, translating customer business challenges into practical technology solutions, and supporting the entire sales cycle from discovery through proposal, demonstration, and transition to delivery.
This role combines consultative sales expertise with technical solution knowledge across Toshiba's hardware, software, managed services, and retail innovation portfolio. Working collaboratively with Account Executives, Pre-Sales Consultants, Product Management, Engineering, Professional Services, Marketing, and Delivery teams, the Tech Solution Sales Representative helps customers understand the value of Toshiba solutions, validates technical fit, develops solution recommendations, and drives revenue growth.
The successful candidate will understand retail operations, identify business and technical challenges, develop compelling value propositions, and connect Toshiba's technology capabilities to measurable customer outcomes.
Areas of Expertise & Qualifications
Required Qualifications
- Bachelor's degree with 8+ years of relevant experience, or an equivalent combination of education and professional experience.
- Demonstrated success in solution sales, consultative technology sales, pre-sales, or sales engineering.
- Experience selling integrated hardware, software, managed services, or enterprise technology solutions within business-to-business environments.
- Strong understanding of retail technology ecosystems, including:
- Point-of-Sale (POS)
- Self-Checkout
- Store Systems
- Retail Software Platforms
- Peripherals
- Managed Services
- Enterprise Retail Operations
- Ability to understand customer business challenges and translate them into technical requirements, value propositions, and commercial opportunities.
- Strong technical aptitude with the ability to understand:
- Solution architecture
- Systems integrations
- Deployment models
- Technical workflows
- Solution dependencies
- Experience facilitating:
- Customer discovery sessions
- Solution workshops
- Product demonstrations
- Proposal development
- RFI/RFP responses
- Business case development
- Working knowledge of retail store operations and the ability to connect technology investments to measurable business outcomes.
- Experience supporting executive-level customer engagements throughout complex sales cycles.
Preferred Qualifications
- Experience supporting enterprise retail transformation initiatives.
- Knowledge of retail automation, store modernization, omnichannel technologies, and digital commerce solutions.
- Experience developing ROI models, financial analyses, and Total Cost of Ownership (TCO) business cases.
- Familiarity with CRM and sales pipeline management methodologies.
Key Responsibilities
- Develop and execute consultative sales strategies to achieve assigned revenue and quota objectives.
- Conduct customer discovery sessions to understand operational goals, business challenges, and technical requirements.
- Position Toshiba solutions by aligning technology capabilities with customer business objectives, including operational efficiency, customer experience, automation, store modernization, loss prevention, and total cost of ownership.
- Translate customer business needs into tailored hardware, software, services, and managed services solutions.
- Deliver solution presentations, demonstrations, workshops, and executive briefings to technical and business stakeholders.
- Develop proposals, solution recommendations, ROI analyses, business cases, and customer-facing presentations.
- Respond to RFI/RFP requests and support proposal development through solution validation and commercial positioning.
- Partner with Account Executives to develop account strategies, qualify opportunities, manage pipelines, and improve forecast accuracy.
- Build trusted relationships with executive decision-makers, including CIOs, CTOs, COOs, CFOs, Vice Presidents, and retail operations leaders.
- Collaborate closely with Product Management, Engineering, Professional Services, Marketing, and Delivery teams to ensure successful solution design and customer transitions.
- Cross-sell Toshiba's full portfolio of products and services to existing and prospective customers.
- Represent Toshiba at customer meetings, industry events, trade shows, and networking opportunities.
- Monitor industry trends, competitive activity, and emerging retail technologies to support strategic sales initiatives.
- Travel as required to support customer engagements, account development, trade shows, and business meetings.
- Identify opportunities to improve sales processes, collaboration, and team effectiveness.
- Mentor peers and contribute to a collaborative, high-performing sales organization.
- Perform other duties as assigned.
Core Competencies
- Consultative Solution Selling
- Executive Relationship Management
- Customer Discovery & Needs Analysis
- Technical Solution Positioning
- Business Value Development
- Proposal & Business Case Development
- Solution Demonstrations
- Retail Technology Expertise
- Cross-Functional Collaboration
- Pipeline & Opportunity Management
- Strategic Account Planning
- Presentation & Communication Skills
- Revenue Growth
- Negotiation & Influence
- Problem Solving
- Customer Success Focus
Financial Impact
- Owns an individual sales quota consisting of multiple medium-to-large customer accounts or an assigned territory.
- Directly contributes to revenue growth through new business acquisition, account expansion, cross-selling, and solution adoption.
- Supports accurate sales forecasting, opportunity qualification, and pipeline management.
Complexity
This role requires the ability to:
- Develop strategic customer relationships while identifying long-term business opportunities.
- Understand customer operational challenges and recommend technology solutions that deliver measurable business value.
- Manage complex sales opportunities from prospecting through solution delivery.
- Communicate effectively with executive leaders, technical teams, and operational stakeholders.
- Navigate multiple customer engagements, priorities, and internal cross-functional teams simultaneously.
- Analyze business, financial, and technical requirements to build compelling solution recommendations.
- Stay current on retail technology trends, competitive offerings, and evolving customer needs.
- Balance independent decision-making with close collaboration across Sales, Engineering, Product Management, Services, Marketing, and Delivery organizations.
Travel Requirements
- Travel as required to support customer meetings, solution presentations, executive briefings, implementation planning, industry events, trade shows, and territory management.
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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