About the Role
Sales Role, Territory Sales Manager (Remote)
Print, Document Management & Payment Solutions, SaaS & Hardware
Public Libraries, Higher Education and Schools
USA, home-based. Territory covering the East Coast, Texas, Georgia and Florida
Basic salary $60K to $90K depending on experience, realistic OTE $200K+
Our client is an established, independently run US business with more than 30 years in the print,
document management and payment solutions market. They design, develop and sell their own award winning technology into public libraries, higher education institutions and schools, and they are the recognised market leader in their niche.
What we are looking for
Are you an experienced print, copier or document management sales professional looking for an
uncrowded marketplace, your own protected territory and realistic six figure earnings?
This really is an amazing opportunity
This is an excellent opportunity to join a highly professional, ISO 27001:2022 certified software and hardware business of around 40 people, working from your home office within the territory.
You will be selling a genuinely broad portfolio rather than a single product, which means multiple ways into an account and multiple reasons to go back. The range covers cloud and mobile printing, print management, self service scanning, computer booking and access management, payment kiosks and point of sale.
Providing a must have solution & ROI for prospects that you’ll be targeting
There is also a strong reason for institutions to act now. Accessibility legislation and its compliance deadlines are pushing libraries and educational institutions to upgrade their patron facing technology, and our client's solutions are built to meet those standards. Better still, these solutions help institutions recover costs and generate revenue from services they already provide, so you are selling a return on investment rather than a cost.
The heavy lifting has already been done. Our client has secured thousands of customers across the US, has an outstanding reputation and a state of the art CRM already populated with the contacts you need, so no research is required. Their products replace existing solutions and, in most cases, it is a matter of when the sale happens rather than if.
The solutions you will be selling
Cloud and mobile printing, allowing patrons and students to print securely from any device, from anywhere, without software installation.
Print management software, including follow me printing and full cost recovery, built on a platform deployed at more than 50,000 sites in over 100 countries.
Self service scanning stations for books, documents and photographs, with scan to email, cloud and USB.
Computer booking and access management, controlling and reporting on public PC time across an entire institution.
Payment kiosks and terminals accepting coins, bills, chip and swipe cards and contactless, covering print, copy, scan, fax, vending, laundry, PC time and door access.
Point of sale software purpose built for libraries, turning standard PCs into fee and payment collection terminals.
This position involves:
New business development within your own protected territory, prospecting from a fully populated CRM containing all the contacts you need.
Delivering professional presentations and product demonstrations, mostly via Teams or similar, and face to face where required.
Building and managing your own pipeline, from first contact through to close.
Creating and sending proposals, then closing the business.
Managing existing clients through account management, upselling and cross selling additional products and modules.
Travel of approximately one week per month, with flights throughout your territory, for example the East Coast, Texas, Georgia and Florida.
Occasional attendance at user groups, events and exhibitions.
General administration and use of the company's CRM system.
Required Skills & Experience
A successful track record in sales, ideally within print, copier, document management, managed print or payment solutions, or a similar technology sector.
Proven experience of developing a pipeline, from prospecting through to close.
Confident delivering software demonstrations on Teams, Zoom or similar, as well as selling face to face.
Experience of producing, presenting and following up proposals and quotations.
Fully conversant with the solution sales cycle, including cold calling, appointment making and closing.
Strong rapport building capabilities, with impeccable spoken and written English.
Self disciplined, with the ability to work efficiently and independently from a home office, and as part of a wider team.
A full driver's licence and the willingness to travel approximately one week per month.
Good computer proficiency, including MS Office and CRM software.
Experience of selling into libraries, higher education, schools or the wider public sector, including budget cycles, bids and RFPs, is a distinct advantage but not essential.
In return we offer:
A basic salary of $60,000 to $90,000 per annum, depending on experience.
A realistic OTE of $200,000+.
Your own protected territory.
Full product training and ongoing support from a Sales Director who has been with the business for eight years and has sold to thousands of libraries and educational institutions across the US.
A state of the art CRM, fully populated with the contacts for your territory.
A career with an established, award winning market leader in an uncrowded space.
Remote, home based working.
Company Description
An established, independently run US business, trading for over 30 years and employing around 40 people, specialising in scan, print, document management, computer access and payment solutions for public libraries, higher education institutions and schools.
ISO 27001:2022 certified, multi award winning and the clear market leader in its niche, with thousands of customers across the United States. The company develops and sells its own SaaS and hardware products, and partners with a small number of carefully selected global technology vendors, so that customers only receive high calibre, proven solutions.
Their products have been recognised at Platinum level in the library sector's leading annual product awards, and are built to meet current accessibility standards, an increasingly important factor for publicly funded institutions.
Next Steps
If you have the skills and experience to sell technology solutions into this sector, please get in touch with me at the earliest opportunity. I am happy to share more information on a call, Teams, Zoom or Google Meet.
Regards
Ian Benjamin, Sales Director, Digital Execs Recruitment
Mobile +44 7944 841968, add my mobile to WhatsApp for free Wi-Fi calls.