Bachelor's degree or equivalent education/experience.
5+ years of successful B2B outside sales in major account sales, preferably in technology or managed services.
Proven track record of exceeding revenue quotas via disciplined prospecting and solution selling.
Experience selling to net-new and expansion accounts with a consultative approach.
Strong negotiation skills and experience engaging C-Suite executives.
Experience in a team-selling environment, managing strategic accounts with multiple decision-makers.
Strong financial skills for conducting assessments and presenting business cases.
Responsibilities
Drive revenue through managing major accounts via strategic relationship building.
Own MPaaS performance, focusing on pipeline development and quota attainment through various sales activities.
Partner with field sales executives to enhance MPaaS penetration and provide solution expertise.
Identify client needs and position Toshiba's value proposition effectively.
Develop strategic account and territory plans aligned with revenue goals.
Conduct executive presentations, product demos, and document analyses to support decision-making.
Maintain a qualified sales pipeline to meet or exceed quotas.
Benefits
Clear path for career growth to senior roles or management positions.
Comprehensive onboarding and ongoing mentorship for skill development.
Opportunity to work for a trusted global leader with innovative products.
Health, dental, vision insurance, plus 401(k) plan and PTO.
Supportive car allowance and performance incentives.
Full Job Description
Managed Print Sales Consultant - Major
The Major Account Managed Print Sales Consultant is a quota-bearing, business-to-business sales professional responsible for driving net-new revenue growth through the sale of Toshiba's Managed Print, thermal/barcode, and related technology solutions for assigned major and named accounts. This position is responsible for developing and sustaining strategic relationships with identified major accounts to grow the business to meet revenue objectives. This is an individual and team contributor role that combines direct selling responsibility with sales support and program leadership to accelerate MPaaS penetration via major accounts.
Aside from generating new business, you will play a critical role in bringing innovative, real-world solutions for our client's print and document management needs by helping them cut costs, secure documents, and reduce their environmental footprint.
Additionally, you will gain valuable insight into multiple business units, giving you opportunities to develop your skills and advance your career. Explore the Learn More section below to learn more about Toshiba America Business Solutions.
What You'll Be Doing
Drive MPaaS, thermal/barcode, and related technology revenue by managing zero-based major/named accounts through strategic relationship building and performance of Toshiba's managed print services and solutions.
Own MPaaS performance, including pipeline development, deal execution, and quota attainment. Generate net-new business through direct prospecting, outbound activity, and disciplined follow-up on marketing-generated leads. Manage a large and/or complex major account base, with responsibility for both new logo acquisition and expansion opportunities. Execute Toshiba's sales excellence standards, including CRM discipline, pipeline hygiene, forecast accuracy, and KPI execution.
Partner closely with field sales executives to support MPaaS penetration across their account base. Act as the MPaaS subject-matter expert, providing guidance on discovery, solution positioning, pricing, and competitive strategy.
Work with major accounts to understand and identify their strategic needs and ensure they understand Toshiba's value proposition.
Develop and maintain major/strategic account and territory plans aligned to revenue goals and client business objectives. Build and sustain strong executive-level relationships with customers and prospects. Deliver high levels of client care while positioning Toshiba as a long-term strategic partner. Identify and pursue cross-sell and upsell opportunities within existing and newly acquired accounts.
Conduct executive presentations, product demonstrations, fleet audits, and document analysis using approved tools and methodologies.
Build and maintain a qualified pipeline capable of meeting or exceeding assigned quota.
Perform other duties as assigned.
Qualifications
Bachelor's degree or equivalent combination of education and experience.
A minimum of five (5) or more years of successful B2B outside sales experience in major/strategic or named account sales preferably in technology, professional services, managed services, or industry-related solutions. Knowledge of Managed Print Services solutions strongly preferred.
Proven track record of exceeding aggressive revenue quotas through disciplined prospecting, solution selling, and closing.
Demonstrated success selling into net-new, zero-based, and expansion accounts using a consultative sales approach.
Experience engaging with C-Suite executives and senior leaders; negotiation and relationship management skills (at executive level) with ability to manage major account base with success.
Successful experience working in a team-selling environment, partnering with field sales executives to identify, position, and close complex solutions; ability to manage and grow major or strategic accounts with multiple decision-makers.
Strong financial and quantitative skills, including the ability to conduct fleet assessments, develop ROI models, and present business cases.
The ability to travel 50%- Valid Driver's License.
Why Join Toshiba Business Solutions
Earn Well: First year potential compensation of $150,000 includes base, which is targeted at $63K-$81K, plus commission, car allowance, manufacturer incentives, and bonus potential.
Career growth: Clear path from Managed Print Sales Consultant-Major to senior or management roles.
Training & mentorship: Comprehensive onboarding and ongoing development with one-on-one support.
World-class brand: Represent a trusted global leader with best-in-class product innovation.
Great benefits: Health, dental, vision, 401(k), PTO, paid holidays, car allowance
Learn More
Join Our Talent Community
Glassdoor Reviews
Commitment to Sustainability
News Archive
Solutions & Services
Office Products
e-BRIDGE® Global Print - 2023 Stevie® Award Winner
Toshiba America Electronic Components is a subsidiary of Toshiba Corporation, a multinational conglomerate that produces a wide range of products, including electronics, appliances, and industrial machinery. Toshiba America Electronic Components is responsible for the sales and marketing of Toshiba's electronic components in the Americas. The company's products include semiconductors, storage devices, and displays. Toshiba America Electronic Components was founded in 1975 and is headquartered in Irvine, California.
