Major account executive job description

Toshiba America Business Solutions, a leader in digital technology, is seeking a Major Account Executive, covering current customer and prospect accounts both major and strategic across the San Francisco Bay Area. This position will report directly to the VP/GM of Northern California out of the San Ramon office.

Toshiba is an industry leader in equipment, digital displays, document security, and software solutions that keep businesses running brilliantly and efficiently. Our people bring innovative, real-world solutions for our client's print management needs; we help cut costs, secure documents, and reduce the environmental footprint. We are a growing, dynamic organization that has a need for someone to contribute their professional best.

Major Account Executives are dedicated to selected accounts with the responsibility to increase market share within the major market environment. MAE's are responsible for integrated solutions of Toshiba's products full line of office solutions including high-speed digital copiers/printers, full-color copiers/printers, software (Document Capture, Document Management and Document Delivery), Document Management Services and Digital Signage.
Responsibilities


Drive sales revenue and market share by managing a major account base to achieve quota through strategic relationship building and performance of Toshiba's products, services, and solutions. Drive net new business through major account management and net new business where appropriate. Adopt Toshiba's culture of sales excellence, including established sales processes, client management, forecast accuracy and a focus on core role KPI's or objectives. Develop and maintain account relationships, deliver high levels of customer care and establish value proposition. Work with accounts to understand and identify their strategic vision, objectives, and needs while aligning Toshiba products, services and solutions where business opportunities exist. Conduct presentations and product demonstrations, coordinating the terms of the sale, and client education/training. Act as an ambassador and representative for Toshiba. Achieve and maintain established sales goals and metrics to build and maintain a pipeline capable of meeting assigned quota. Maintain account management, prospecting objectives and identify key areas of opportunity for new business. Maintain related sales reporting for assigned major accounts. Identify problem areas and implement appropriate counter measures to ensure sales goals are met. Develop and maintain a high-level understanding of the industry and trends influencing the marketplace. Additional duties and responsibilities as assigned


Qualifications/Experience


Bachelor's degree or equivalent. 5 years in major account sales in a business-to-business environment. Industry experience preferred. Must have an understanding of how a business operates internally. Demonstrated entrepreneurial experience with a goal-driven focus. Demonstrated negotiation skills with the ability to manage major accounts. Must have knowledge of how a business operates internally. Proven record of accomplishment exceeding aggressive revenue quotas while maintaining customer satisfaction. Excellent presentation skills with the ability to engage and interact with C-Level Executives and deliver compelling value propositions that support the sales strategy. Proven marketing skills for penetrating net new accounts. Proficient in computer skills including MS Word, Excel, and PowerPoint. Working knowledge of the industry, regulatory compliance, and document solutions. Strong verbal and written communication skills. Demonstrated business acumen including account penetration, closing sales, and quota achievement. Work autonomously while demonstrating excellent time management skills. Ability to travel as required. Requires a valid driver's license and reliable insured vehicle. TABS is currently accepting proof of vaccination status on a voluntary basis during the onboarding process.

Toshiba America Business 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 Pet Insurance 401(k) plan Company provided life insurance Employee discounts Generous paid holiday schedule and paid vacation & sick/personal business/volunteer days

Toshiba America Business 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 reasonable accommodation because of a disability for any part of the employment process should email Accommodation to request an accommodation.

2+ years of demonstrated successful software sales, preferably B2B

Experience using a consultative, solution-based sales methodology desired

Proven record of success in an inside sales and or outside sales-based selling model

Ability and resilience to work in a fast-paced sales environment

Ability to develop trusted relationships

Proficiency with Microsoft Office products and online collaboration tools

Experience with CRM and opportunity management systems, preferably Salesforce.com

Proven ability to develop and manage pipeline and forecasting

Additional Information

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About Us

Procore Technologies is building the software that builds the world. We provide cloud-based construction management software that helps clients more efficiently build skyscrapers, hospitals, retail centers, airports, housing complexes, and more. At Procore, we have worked hard to create and maintain a culture where you can own your work and are encouraged and given resources to try new ideas. Check us out on Glassdoor to see what others are saying about working at Procore.

We are an equal opportunity employer and welcome builders of all backgrounds. We thrive in a diverse, dynamic, and inclusive environment. We do not tolerate discrimination against employees on the basis of age, color, disability, gender, gender identity or expression, marital status, national origin, political affiliation, race, religion, sexual orientation, veteran status, or any other classification protected by law.

Perks & Benefits

You are a person with dreams, goals, and ambitions—both personally and professionally. That's why we believe in providing benefits that not only match our Procore values (Openness, Optimism, and Ownership) but enhance the lives of our team members. Here are just a few of our benefit offerings: generous paid vacation, employee stock purchase plan, enrichment and development programs, and friends and family events.

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RingCentral is the global leader in cloud-based communications and collaboration software. We are fundamentally changing the nature of human interaction-giving people the freedom to connect powerfully and personally from anywhere, at any time, on any device.
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Ready to join the most innovative Sales Program in the industry? RingCentral's award-winning Sales Team is a collaborative, goal-oriented organization that invests heavily in its people. Third parties like IHS Markit, Frost & Sullivan, and Aragon Research consistently list RingCentral.
RingCentral's UC SaaS platform is transforming the way businesses communicate and collaborate. We are on a steep trajectory of growth as we turn our attention to winning larger business. We are looking for a Majors contributor to help drive new business to address the strong demand we're seeing. Come experience a ton of runway with unlimited tools & resources, an in-demand product, and a fun & winning culture.

Responsibilities:

Driving new revenue through customer acquisition in designated territory and named accounts. Consistently strike / exceed quarterly & annual sales targets.Technology field sales - greenfield space leveraging remote resources (engineering, marketing, business development, etc) Partnering with the regional VAR's to effectively identify, engage and deliver new customers Owning strategy around funnel, pipeline, forecasting - owning GTM for respective patch.Demonstrated experience managing complex sales cycles and negotiating win-win agreements based on value-based selling.

Qualifications:

5+ years of sales experience in state, local, public utilities districts, and libraries.5+ years of technology solution-based selling (SaaS, Unified Communications, Cloud applications, VoIP, telephony) Demonstrated sales record of obtaining / exceeding quota.Skilled in conducting presentations, online web demos, adhering and adopting a measured sales process Success prospecting, engaging, acquiring net new logos Strong interpersonal skills, ability to convey and relate ideas to others Entrepreneurial flare - ability to learn and adapt quickly Vibrant and energetic attitude, willingness to perform and get things done BS degree, continued training and education preferred

What we offer:

RingCentral offers all the work/life benefits you could ever want, (and none of the micromanagement.) Comprehensive medical, dental, vision, disability, life and pet insurance Flexible PTO401K match and ESPPWellness programs including virtual yoga, bootcamp, meditation classes and more Paid parental leave Milk Stork parental account New parent gift box

RingCentral's Majors Sales team delivers mobility, connectivity, and collaboration solutions for large accounts worldwide. RingCentral is the #1 global cloud-based communications provider because we're not just selling solutions; we're changing the nature of communications. That's why we're the largest and fastest-growing pure-play provider in our space, with a market capitalization of over $18 billion, 30%+ annual growth and a $1.5 billion annual revenue run-rate.
RingCentral's work culture is the backbone of our success. And don't just take our word for it: we are recognized as a Best Place to Work by Glassdoor, the Top Work Culture by Comparably and hold local BPTW awards in every major location. Bottom line: We are committed to hiring and retaining great people because we know you power our success. RingCentral offers on-site, remote and hybrid work options optimized for the ways we work and live now.
About RingCentral

RingCentral, Inc. (NYSE: RNG) is a leading provider of business cloud communications and contact center solutions based on its powerful Message Video Phone™ (MVP™) global platform. More flexible and cost effective than legacy on-premises PBX and video conferencing systems that it replaces, RingCentral empowers modern mobile and distributed workforces to communicate, collaborate, and connect via any mode, any device, and any location. RingCentral is headquartered in Belmont, California, and has offices around the world.
RingCentral is an equal opportunity employer that truly values diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.