Area Manager

The Area Manager is a quota-bearing sales professional responsible for growing revenue across a defined client portfolio and acquiring new business. You will sell and manage solutions across our full technology portfolio, including Print, IT Services, Cybersecurity, and Digital Services & Automation, while serving as a trusted advisor to both managed and unmanaged accounts.

This role rewards self-starters who thrive in a dynamic environment, can manage complex sales cycles end-to-end, and are driven to exceed targets across multiple lines of business.

Print Hardware & Services: Powered primarily by Xerox (including Lexmark), with select HP device offerings and leveraging managed print services.

IT Services: Managed IT, infrastructure, and support solutions.

Cybersecurity Services: Security assessments and support solutions.

Digital Services & Automation: Workflow digitization, document automation, and process improvement.

Key Responsibilities

Revenue Growth

Achieve monthly, quarterly, and annual sales quotas across all lines of business, each with separate quota targets.

Drive a minimum of 80% of quota from managed accounts and 20% from unmanaged account acquisition.

Own the full sales cycle, from discovery and proposal through negotiation and close.

Build and deliver compelling business reviews, pricing proposals, and presentations tailored to client needs.

Maximize deal profitability through strategic pricing and packaging.

Grow wallet share within existing accounts by identifying cross-sell and upsell opportunities across the full portfolio.

Client Retention & Satisfaction

Maintain ongoing, proactive contact with all managed accounts to ensure high satisfaction and retention.

Conduct Quarterly Business Reviews (QBRs) with all managed clients.

Act as the primary point of contact for client inquiries and escalations, resolving issues promptly.

Target a 95–100% client satisfaction rate.

Manage the client experience through solution delivery and implementation.

Leverage Customer Success department where appropriate.

New Business Acquisition

Prospect into unmanaged accounts through cold calling, email outreach, social media, in-person engagement, and leveraging any tools available.

Identify, research, and qualify key contacts within your assigned territory or industry vertical.

Assess prospect needs, budgets, and decision-making processes to qualify and advance opportunities.

Bring in internal and partner support resources (e.g., technical specialists) as needed while maintaining full ownership of the opportunity.

Maintain a healthy pipeline with the following coverage ratios:

• 5:1 at 30 days
• 4:1 at 60 days
• 3:1 at 90+ days

Deliver accurate monthly and mid-month forecasts to management.

Review progress against KPIs and monthly targets on a weekly basis.

CRM & Data Management

Maintain accurate, up-to-date client records and opportunity data in HubSpot (CRM).

Log competitive intelligence and account insights on an ongoing basis.

Leverage CRM data to inform account strategy and pipeline management.

Utilize quoting and document tools to produce professional proposals and client-facing materials.

Direct clients to the company’s e-commerce platform and drive adoption where applicable.

Qualifications

Proven sales experience with a track record of meeting or exceeding targets; B2B technology sales experience preferred.

Strong understanding of sales principles, methodologies, and pipeline management.

Excellent verbal and written communication skills with the ability to present to stakeholders at all levels.

Proficiency with CRM platforms (HubSpot experience is an asset).

High degree of self-motivation and ability to manage time and competing priorities effectively.

Valid driver’s license with a clean driving record.

High integrity, professionalism, and a collaborative mindset.

Core Competencies

Self-starter with a competitive, results-driven mindset.

Strong client and customer focus.

Effective problem-solving and critical thinking.

Ability to work with urgency in a fast-paced environment.

Adaptability and high interpersonal effectiveness in a diverse team.

Receptive to coaching and committed to continuous learning and development.

Benefits

Base salary plus commission with bonus opportunities.

Paid vacation and personal/sick days.

President’s Club sales trip opportunities.

Remote and hybrid work.

The flexibility and autonomy of a growth-oriented organization backed by a world-class partner ecosystem.

A dynamic, motivating, and team‑first culture.

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