Flex\Contractor Role Only

As a Channel Marketing Programs Manager, you will play a pivotal role in driving the success of our Toshiba Together Alliance Partner ecosystem. You will be responsible for developing and executing comprehensive marketing programs that enable our channel partners to effectively promote and sell our products or services. Your primary objective will be to drive channel partner engagement, enablement, and ultimately, revenue growth through strategic marketing initiatives.

Areas of Expertise and Special Skills

• 5+ years of experience in channel marketing, partner marketing, or related roles.
• 5+ years of experience working in B2B product marketing with a concentration campaign development and management (particularly for high-tech companies) 
• Strong project management skills (2+ years’ experience) with the ability to multitask and meet deadlines in a fast-paced environment.
• Dynamic, articulate, energetic, resourceful and a self-starter personality with demonstrated ability to translate industry and customer insight into executable strategic vision. 
• Thorough knowledge of the marketing process, including product launch planning, product advertising and promotions; and planning, developing, and implementing lead generation and go-to-market programs. 
• Solid partner relationship management skills with the ability to drive partner success & develop best in class marketing with our partners. 
• Understanding of changing and differing priorities depending on geography, territories, tiers, and how this impacts your channel marketing programs and make strategic changes accordingly. 
• Proven track record of developing and executing successful channel marketing programs.
• Excellent communication, presentation, and interpersonal skills.
• Analytical mindset with the ability to interpret data and insights to drive decision-making.
• Proficiency in marketing automation tools, CRM systems, and Microsoft Office Suite.
• Outstanding communicator, both written and verbal, for preparing reports, delivering presentations, and communicating with key stakeholders.
• Must have experience developing customer-centric content marketing strategies. Seeking a writer and storyteller who is creative and enjoys developing messaging that will connect and resonate seamlessly with key stakeholders but also data-driven; social and analytical. 
• Ability to work collaboratively with cross-functional teams and senior leadership.
• Ability to develop and present comprehensive business reviews to senior management, highlighting progress and key metrics as needed.
• Proficiency in Microsoft Excel, PowerPoint, and other relevant software for data analysis and presentation.
• Attention to detail to ensure accuracy in reporting.
• Time management and prioritization skills to meet deadlines and manage multiple tasks simultaneously.

Working Relationships

• Reports to: Executive Director, Partner Strategy and Programs
• External Contacts: Business Partners, Third-Party ISVs, Events Team, Video Vendors, and Marketing Service Vendors

Major Responsibilities

• Program / Campaign Development and Execution: Develop, execute, and supervise channel marketing programs/campaigns, ensuring alignment with company objectives, pipeline targets, and channel partner needs. Integrate crucial key performance indicators (KPIs) and metrics to diligently track the efficacy of programs and campaigns. (25%)
• Channel Partner Enablement: Work closely with channel partners to comprehend their marketing requirements, obstacles, and prospects, thereby converting their needs into the creation of sales and marketing tools/resources as well as partner webinars. Partner enablement also includes empowering partners to support new product/solution launches, events, and other marketing programs. (25%)
• Content Development: Lead the creation of foundational documentation (such as partner case studies), collaborating across departments internally and with partners to meet partner program needs. Additionally, oversee the selection of content for the Toshiba LinkedIn partner showcase and manage vital partner communications content. (25%)
• Budget Management: Manage the channel marketing budget effectively, allocating resources strategically to achieve maximum impact and ROI. (5%)
• Compliance and Brand Consistency: Ensure all channel marketing activities adhere to company brand guidelines and legal requirements. Maintain consistency in messaging and branding across all channels and partners. (2%)
• Partner Events: Support planning and management of events a variety of events, such as in-person training, tradeshows, field events, etc.… (18%)

About the Company:

Toshiba Global Commerce Solutions, Inc. 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.

Introduction:

 The Senior Technical Sales Specialist provides subject matter expertise on retail technology solutions including Point of Sale hardware, retail store and enterprise software, electronic payments, semi-integrated payment solutions including payments infrastructure, provided within the value chain and typical go to market approaches for the offering, and related Professional Services. This position will provide SME (subject matter expertise) on the assigned Toshiba solutions to direct retail clients/ prospects with a goal to also build and maintain positive, long-term relationships. The Senior Technical Sales Specialist is responsible for achieving the revenue and profit objectives assigned in support of the North American region. 

Responsibilities: 

• Responsible for achieving the revenue and profit objectives assigned primarily in support of the assigned region or accounts, and secondarily supporting other regions. Execute tactical and strategic consultative sales account plans for existing and new clients in order to achieve the revenue targets (quota) as directed by the Business. This includes the handling of staff and partner queries effectively and dealing with various selling objections during the sales process.
• Establish and maintain a high level of positive and effective contact with key partners, agents, lead generators and others to enhance sales opportunities for new and continuing business development and major partner accounts within the Channel.
• Develop, manage, and maintain a robust pipeline of sales opportunities through the entire sales cycle using Salesforce.com to log and keep track of sales opportunities.
• Present and demonstrate Toshiba solutions in group meetings to senior executives and emphasizes salable features such as company vision, strategy, reputation, products/systems architecture, flexibility of design, process re-engineering capability, integration of client systems environment, return-on-investment (ROI) studies, etc.
• Maintain constant awareness of markets, competitor activities and problems within the Channel, recognize trends that develop, and make appropriate strategic and tactical sales/marketing/program recommendations to take corrective actions. Identify opportunities for improvement processes in general working practices and team efficiency.
• Provide Subject Matter Expertise in one or more solutions. Mentor and train junior level employees.
• Travel as necessary to maintain a presence with customers, staff, and enhance relationship opportunities, attend trade shows, and visit client facilities on a consistent timetable or schedule. Will work very closely with other members of the Sales Group.
• Maintain up to date and accurate customer sales records, expense plans, budgets and related databases. Responds to customers RFP/RFI Requests in a timely and professional manner to facilitate success.
• Perform other duties as assigned.

Required Skills: 

• Bachelor’s degree with 8+ years of related experience, or equivalent combination.
• Must have 5-8 years of retail solutions experience (preferably sold or supported POS solutions or any other retail solutions)
• Deep retail solution expertise and working knowledge of how assigned solutions will solve complex business problems in a retail client’s environment.
• Must have Retail industry experience working within the industry
• Demonstrated Ability to execute tactical and strategic sales account plans for existing and new clients in order to achieve the revenue targets as assigned. This includes the handling of customer queries effectively and dealing with objections during the sales process.
• Strong presentation skills with the capability of interacting with senior management levels such as CEO, COO, CFO, CTO/CIO.
• Works well in a team selling environment and maintains good working relationships with other functional company departments such as Professional Services, Product Management, Marketing, Engineering, etc., to ensure both partner & company requirements are met or exceeded.
• Create or reviews analysis of such tasks as: sales proposals, work-order cost estimates/proposal completion; ROI Studies, RFP Responses, etc.
• Must be well versed in POS and payments technologies including encryption, security, tokenization, tender types, payment flows, hosting models and PCI regulations.
• Experience in implementation of these solutions – encompassing support, services, and maintenance is highly preferred
• Possess subject matter expertise related to retail software and hardware solutions including POS and integration of payments solutions to these systems, back office and reconciliation techniques, loyalty, mobile shopping, ecommerce and enterprise software.

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) 

Toshiba Global Commerce Solutions is seeking a Sr. Sales Representative . This Sales Representative will be the primary focal point for the full breadth of Toshiba retail solutions, have a deep expertise in retail and retail technology, and provide account leadership in collaboration with pre-sales consultants and delivery personnel. The Sales Representative will reach and exceed assigned sales goals for a full suite of Point of Sales solutions including hardware, software, services or solutions. The incumbent must have a broad sales or technical background with experience in working directly with customers to consult, sell, and architect a vision that will enable the realization of business benefits with enterprise class hardware, software and Services.

AREAS OF EXPERTISE & SPECIAL SKILLS:

• Education and Experience:
• Bachelor’s degree with 12+ years of experience, or equivalent combination.
• 8+ years of retail industry experience as a sales or technical engineer.
• 8+ years of business-to-business sales experience in hardware, software, or services.
• 5+ years of sales experience in the fuel and convenience industry
• Skills and Expertise:
• Proven track record in selling and presentation skills, prospecting, and territory management.
• Deep knowledge of retail hardware, software solutions, and services.
• Ability to understand high-level technology concepts and communicate them to non-IT executives.
• Expertise in prospecting and developing relationships with C-Level Executives in IT and Business areas relevant to stores and e-commerce.
• Skilled in MS Office Suite for constructing effective communications, presentations, documents, and financial models.
• Deep solution expertise and working knowledge of how assigned solutions solve complex business problems in a retail client’s environment.
• Working retail industry knowledge or actual experience within the industry.
• Ability to execute tactical and strategic sales plans for assigned solutions to achieve revenue targets, including handling customer campaigns and dealing with objections.
• Interpersonal and Team Skills:
• Strong presentation skills, capable of interacting with senior management levels (CEO, COO, CFO, CTO/CIO, Owner, and other managers).
• Works well in a team selling environment and maintains good relationships with other functional departments (Professional Services, Product Management, Marketing, Engineering, etc.).
• Goal-oriented and ambitious, with the capacity to reach and exceed quotas.
• Demonstrated history of in-depth knowledge of sales, account management, and techniques.
• Demonstrated cold calling sales ability with an assertive, positive, and persistent style.
• Proven customer service and relationship-building skills.
• Strong verbal and written communication skills.
• Organized with effective time management skills.
• Ability to work independently and as part of a team.
• Self-confident and professionally competitive, with the capacity to work under pressure.
• Strong work ethic

RESPONSIBILITIES

Establish and maintain a high level of positive and effective contact with customers and partners to enhance sales opportunities for new and continuing business development. Selling products and services using solid arguments to prospective customers. Execute tactical and strategic consultative sales account plans for existing and new clients in  order to achieve the revenue targets (quota) as directed by the Business. This includes the handling of queries effectively and dealing with various selling objections during the sales process. Proactively connect clients' business needs with TGCS’s portfolio of products and services. Cross-sell other Toshiba suite of solutions to existing clients.

Present and demonstrate Toshiba solutions in group meetings to senior executives and emphasizes salable features such as company vision, strategy, reputation, products/systems architecture, flexibility of design, process re-engineering capability, integration of client systems environment, return-on-investment (ROI) studies, etc.

Responds to customers RFP/RFI Requests in a timely and professional manner to facilitate success. Perform cost-benefit analyses of existing and potential customers.  Effectively position and recommend the right TGCS products and solutions. Create or reviews analysis of such tasks as: sales proposals, work-order cost estimates/proposal  completion; ROI Studies, RFP Responses, etc.

Maintaining positive business relationships to ensure future sales. Establish and maintain strong relationships, with both internal and external customers. Develop a network    in person and via phone with key decision makers in an assigned/designated territory. Network and develop relationships with C-level executives. 

Help to develop, manage, and maintain a robust pipeline of sales opportunities through the entire sales cycle, also ensuring forecasting accuracy and timeliness. Work in tandem with the various Product and Services Sales Specialists to provide a seamless interface into the company sales  efforts.

Represent TGCS in the field, at trade shows and seminars. Develop and maintain relationships with other networking and business groups in the territory. Maintain constant  awareness of markets, competitor activities and problems within the marketplace, recognizing trends that develop, and making appropriate strategic and tactical  sales/marketing/program recommendations to take corrective actions.

Travel as necessary to maintain a presence with customers, staff, and enhance relationship opportunities, attend trade shows, and visit client facilities on a consistent  timetable or schedule.

Identify opportunities for improvement processes in general working practices and team efficiency. Will work very closely with other members of the Sales Group. Give  guidance and mentorship to staff to “lead by example” and provide support to various needs of personnel.

Collaborate with implementation and service counterparts, establishing and maintaining exceptional customer relations.

Perform other related duties as assigned.

FINANCIAL IMPACT

Responsible for individual sales quota comprising of multiple medium to large convenience accounts or assigned territory.

COMPLEXITY 

Role requires the ability to:
*Be Strategic in nature, assess customer business needs and exceed customer expectations
*Possess active listening skills and effective communication strategies
*Manage the entire sales cycle from initial prospecting and qualification to deal closing
*Critical thinking skills to resolve incidents quickly and consistently
*Identify and defuse challenging customer behavior
*Have an awareness of the core processes and best practices used in service and support
*Be a key member of several teams at once. This role will cultivate and maintain positive relationships with business owners, management, and local business groups simultaneously.

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
Company provided life 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 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)