Area Manager

Area Manager

Quota-Bearing Sales Role

About the Role

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.

Solution Portfolio

• 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.

Pipeline & Forecasting

• 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.

Compensation & Benefits

• Base salary plus commission with bonus opportunities.

• Comprehensive dental and health benefits plan.

• 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.