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SATO America is seeking a CHANNEL ACCOUNT MANAGER- SOUTHWEST (Must live in CA, AZ, or NV)

At SATO America, LLC our mission is to create new value for our customers through products and services of superior quality and to contribute towards a better and more sustainable world. In over 80 years, SATO has fostered a culture of professionalism and customer‑centric innovation with an unchanging mission of value creation for customers that, in turn, contributes to a more sustainable world. Do you have what it takes to be our customer’s most trusted partner for mutual growth, and always essential in an ever‑changing world? If so, look no further. We have a place for you.

Job Summary

We have an exceptional opportunity for an extraordinary candidate as our new Channel Account Manager for our Southwest Region. These hands‑on positions will be responsible for achieving the territory’s revenue growth and partner goals.

Key accountabilities include achieving budgeted growth goals through prospecting, account development, regional campaigns and customer relationships.

The Channel Account Manager will direct and manage all sales functions, including on site customer visits, special application needs and partner training sessions. The successful candidate will execute strategies that penetrate new market sales and partners in various verticals within the assigned territory by:

• Identifying, qualifying and training new Value Added Reseller’s (VAR’s) and Independent Software Providers (ISP’s) on our full suite of printing and media solutions.
• Proactively engage with current Reseller Partners to further increase SATO’s market share and drive incremental revenue through up‑selling, cross‑selling and account penetration as well as promoting and launching new products.

Essential Functions

Assume overall accountability for establishing and implementing an effective sales program, meeting Channel Account goals with budgeted resources for partner support and developing Channel Account strategies that promote SATO throughout the region.

Counsel, train and guide SATO partners within the Premier Partner Program to drive tactical and strategic plans through the region in order to achieve sales goals. Recruit new reseller partners, establish their individual sales goals, monitor performance and actively engage partners into the process of outcome disciplines. Ensure that the desired SATO standards of consistency, fairness and honesty are adhered to in all business situations.

Understand and maintain current knowledge on the company's products, ISD and other services, features, benefits and applications for SATO products. Keep informed on competitive products and services, promotional matter, sales techniques, pricing and marketing policies. Utilize resources and perform research to determine sales patterns and strategies that can affect the company’s mission. Periodical reporting your research back through company channels for discussion will promote discussion and support of the region’s growth and competition game plan.

Individually motivate reseller partners to develop new SATO business. Evaluate each partner company’s sales representatives and provide formal and informal training delivery in appropriate areas of product knowledge and solution offerings of SATO.

Ongoing maintenance of the established partner companies of SATO America.

Qualifications

Must have at least 3 years of Label sales experience.

• Minimum 5 years successful sales experience using consultative selling and closing skills in technology environment.
• Excellent verbal, written and interpersonal communication skills coupled with solid technical abilities. A demonstrated ability to close a sale that may consist of a long selling cycle.
• Must be technically savvy having a basic knowledge of PC level local and network hardware and host system understanding and communications. Proficiency in Microsoft Word, Excel, PowerPoint, Salesforce, and Outlook software.
• A strong working knowledge of AIDC solutions and their associated selling techniques.
• General understanding of RFID technology and applications.
• A self‑starter who can manage sales goals through prospecting, lead qualification, forecasting, resource allocation, account strategy and planning.
• Ability to manage a sales process, including negotiating sales opportunities to closure, through a deep understanding of a prospective customer buying process.
• Able to create and conduct formal presentations.
• Experience in developing product and solution offerings.