Sales/Color Solutions Consultant

POSITION PROFILE Supports general line sales representatives with sales of production color solutions in the graphics, production, and CRD environments within an assigned territory . Will champion and provide pre-sales and educational support for Professional Services products and services, supporting the general line sales organization. Requires the ability to analyze current environments, create a compelling business solution, complete with financial analysis, present the findings and propose specific technology recommendations to improve customer business processes. The SC-C must possess a high degree of creativity, organizational and process development skills, and have a proven record of accomplishment with presenting to Senior Management. The SC-C will have a detailed understanding of IKON's Document Solutions Portfolio and assessment services, and will drive Professional Services software, hardware and services revenue growth in the office environment with the primary focus on office technologies, assessment services, connectivity, and post sale support agreements.
JOB DUTIES AND RESPONSIBILITIES
Manages, protects and develops territory base by providing sales, support and training in color products to sales to introduce, analyze and develop solutions to new and existing customer's business communication requirements; delivers, installs, trains and supports Color Printing strategies, products, and equipment within assigned territory within an integrated team environment.
Support the sales force through sustained activities in sales calls, presentations, demonstrations, proof of concepts, internal training, and proposal development related to Professional Services solutions and services. This involves applying a consultative approach to C-level and IT contacts, using the IKON Selling Process to analyze the customer's business and technology requirements and developing customized solutions to fit the customer's needs.
Work with Sales Representatives as part of an account team to ensure that Professional Services offerings are considered as part of every deal and included within the Marketplace forecast.
Conducts territory reviews with each sales representative to ensure color coverage and identification of total color and professional services opportunity and maintains Phase 123 pipeline for color and PS products within territory.
Maintain 100% compliance to the Changepoint event management system. Utilize the system to maintain a record of all activities, time allocation, revenue and cost of services rendered.
Meets or exceeds assigned revenue and gross profit expectations within assigned territory.
Participates in account planning sessions and plans and consults within a team-based work environment to ensure color and PS coverage and identification of color and PS opportunities, technical requirements and issues.
Works with Sales Representatives as part of an account team to ensure that Professional Services offerings are considered as part of every deal and included within the Marketplace forecast.
Prepares and presents benchmark demonstrations, proposals, and value propositions to account base; Resolves any ongoing Color technical issues with customers.
Maintains records of all account activity within sales database and serves as first line of contact with customers in the creation and maintenance of accurate paperwork on each sale.
Inspects forecasts by sales reps on account assignments.
Protect and increase a profitable Professional Services revenue stream within current accounts. Visit all accounts, at a minimum, every 90 days. Seek out Professional Services expansion opportunities to further penetrate accounts both high and wide.
Have an advanced technical understanding of IKON connectivity requirements and the office suite of products, and effectively articulate and position them during an account call. Effectively present and demonstrate these solutions and apply the benefits to a customer's specific technical requirements. Lead with and drive IKON Assessment Services offerings.
Performs other duties as assigned
QUALIFICATIONS (Education, Experience and Certifications)
4-year college degree or equivalent experience in a related field.
At least 5 years business-to-business sales experience with 2 years of advanced selling assignments, preferably color print products and technology solutions sales industry experience selling network and high volume products to large user environments.
Experienced selling into IT and selling complex solutions and services.
PETJOHNSON1000013108