IT Services Sales Exec (new Logo)

$50K - $70K ($50K - $70K base + Commission)
Posted on 08/11/17 by John Fischer
Albany, NY
IT Consulting/Services
$50K - $70K
($50K - $70K base + Commission)
Posted on 08/11/17 John Fischer

Scantron is a leading provider of data management, decision support solutions and related products and services to educational, commercial and governmental entities worldwide. Operating through both online and print channels, Scantron’s expertise is in delivering difficult-to-capture data and technology support services that are critical to risk mitigation and organizational growth. Headquartered in Eagan, Minnesota, Scantron also provides oversight for Harland Technology Services, one of the most respected names in the delivery of IT solutions and services. HTS is headquartered in Omaha, Nebraska. 

Home based position in MA, CT, RI, or NY

Position Summary

Identify and develop new and existing customer relationships in order to maximize the stated sales objective within a specified geographic area

Key Duties / Responsibilities

Customer Related

Make necessary contact and communication (written and oral) to ensure customer satisfaction and maximize customer retention

Perform large account status meetings as required in a thorough and timely manner

Work with customer to sign up add-on maintenance and maintain accurate lists of equipment under service

Forward new product opportunities to management for evaluation

Request sales leads via customer referrals

Prospect Related

Initiate contact via telephone, written correspondence, and/or personal visits to begin the sales process

Utilize SPIN Selling techniques during face to face sales calls to identify the customer needs

Prepare thorough, professional, and timely proposals to qualified prospects

Follow up as required to move prospects through the sales process

Close the sale

Request additional sales leads via referral

Business Partner Related

Maintain regular contact with business partners in a specified geographic area

Work with the appropriate business partner coordinator to foster additional business and maximize our business partner relationships

Identify and forward qualified dealer leads to the appropriate dealer coordinator


Update and maintain our salesdatabase according to our established procedures

Complete prescribed sales forecasts, travelschedules, large account reports, new equipment approvals, and other designated activities in a timely and thorough manner

Participate in sales training and sales meetings as necessary

Demonstrate good judgment pertaining to expense control

Use good judgment and care to maintain company assets in your possession.  These assets may include:  vehicles, computers, price books, as well as other company provides resources

Attend trade shows and conferences as necessary

Meet all attendance requirements.

Work with all facets of the organization to help meet our defined corporate objectives.

All employees are responsible for demonstrating the company's Core Values at all times and for using Performance Excellence principles to continuously improve effectiveness, efficiency, products, and services.  This includes, but is not limited to, participating on improvement teams, recommending and implementing improvement ideas, and participating in training and other activities to keep up to date on processes, information, etc.  

All employees are responsible for supporting and complying with internal and external  audits, to include providing information, performing assigned tasks to ensure compliance, and preparing and maintaining evidence that key duties identified as internal controls have been performed.

All employees are responsible for supporting and complying with safety and security policies to promote a healthy working environment.

Education & Knowledge Required

Bachelor's degree (B. A.) from a four-year college or university; or minimum 4 years related experience and/or training; or equivalent combination of education and experience

Experience / Skills / Abilities Required

*Prospecting intensity

*Critical thinking abilities

*Adept at relationship building

*Strong organizational skills

*Current Drivers License

*Ability to travel overnight 1-2 days per week

Physical Requirements

While performing the duties of this job, the employee is regularly required to talk or hear.  The employee frequently is required to stand, walk, and sit.  The employee is occasionally required to use hands to finger, handle, or feel.  The employee must occasionally lift and/or move up to 10 pounds.  Specific vision abilities required by this job include close vision, distance vision, and ability to adjust focus.

Harland Clarke Holdings, to include its affiliated and subsidiary companies (Harland Clarke, Valassis, Scantron, NCP Solutions, NCH Marketing Services, Clipper Magazine), is an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

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