Software Solutions Specialist

Description

Prosource, the Midwest region’s leading business technology solutions provider, has been awarded a Top Workplaces honor by The Enquirer from 2020-2025. The list is based on employee feedback gathered through a third-party survey administered by employee engagement technology partner Energage, LLC.

Goals & Responsibilities:

The Outside Sales Representative position is a critical front-line sales role dedicated to driving solutions revenue across all Prosource markets. This role partners daily with outside sales reps to uncover, scope, position, and close sales opportunities involving a comprehensive solution stack including print management, cloud print management, document management, workflow automation, cloud faxing, translation services, and scanners.

This individual serves as the subject matter expert and primary sales resource for all MFP-centric and adjacent solutions, responding to constant requests from the sales team for support in scoping, quoting, strategizing, and troubleshooting opportunities. This role also drives internal sales training, ensuring every rep is equipped to identify and position these solutions effectively.

Carrying an individual sales quota tied to solutions revenue, this position demands strong sales execution, relentless prospecting within both new and existing accounts, and a proactive approach to growing Prosource’s market share. It will work hand in hand with the Solutions Implementation Manager, who manages solution implementation and ongoing support, to jointly ensure the success of the solutions business under the VP of Sales.

Requirements

Key Responsibilities (75% of Role):

Drive Pre-Sales Solutions Revenue & Opportunity Development 

• Partner daily with sales reps to identify, qualify, and secure solutions business, both within Prosource’s existing customer base and with net-new prospects.
• Attend customer discovery meetings and on-site assessments to uncover needs and design tailored solutions that deliver measurable ROI.
• Prospect within current accounts to introduce underutilized or complementary solutions, growing market share and account stickiness.
• Develop detailed proposals, configurations, and pricing to win competitive deals.
• The above will require a minimum of 75% field time with the sales reps.

Sales Team Training & Subject Matter Expertise:

• Serve as the go-to solutions Subject Matter Expert for all sales reps across all markets, answering product questions, assisting with deal strategy, and helping navigate technical positioning.
• Conduct ongoing training sessions, workshops, and one-on-one coaching to elevate the team’s comfort and skill in selling solutions such as print management, cloud faxing, scanning, and document management.
• Provide timely tools, collateral, and knowledge to enable the sales team to position solutions with confidence.

Manufacturer, OEM & Solution Strategy:

• Maintain expert-level knowledge of Prosource’s solutions portfolio, staying current through direct engagement with OEMs and manufacturers.
• Evaluate new offerings and make recommendations to expand or streamline the portfolio based on market trends and customer demand and support the rollout of innovative solutions.
• Build and sustain strong vendor relationships to ensure Prosource has the training, technical backing, and market programs needed to stay competitive.

Collaboration & Seamless Delivery:

• Work integrally with the Solutions Implementation Manager to ensure that what is sold, is implemented flawlessly, jointly owning both customer success and satisfaction.
• Participate in internal strategy sessions and forecast reviews with the VP of Sales and sales leadership to align activities with broader company goals.

Quota Accountability:

• Meet or exceed an individual sales quota specifically tied to solutions revenue, holding direct accountability for driving growth across the full solutions stack.

  Sales & Product Knowledge (15% of Role)

• Maintain deep expertise in the entire solutions suite:

 - Print Management: Papercut MF, Papercut HIVE, MyQ, YSoft, and others

 - eFax: Westfax, eGoldfax, Etherfax, and more

 - Translation: Lexmark Translation Services

 - Scanning & Document Management: Square9 and related scanning solutions

• Stay ahead of industry trends, competitive shifts, and evolving technologies to ensure Prosource remains a thought leader and trusted advisor to customers.

Internal & External Relations (10% of Role)

• Engage daily with sales reps, leadership, and cross-functional teams to drive unified execution of solutions sales strategies
• Foster strong ties with OEMs, software partners, and distributors to ensure Prosource is leveraging the latest programs and technical support.
• Represent Prosource at customer events, industry functions, and networking forums to uncover opportunities and reinforce the company’s brand.

Required Skills & Qualifications

Sales Execution and Quota Accountability:

• Sales Execution & Quota Accountability:
• Proven success in a quota-carrying sales role in the copier, printer, managed print, or related IT/document solutions space.
• Ability to prospect, build pipelines, and close solutions-centric deals with clear ROI for customers.

Technical & Solutions Expertise:

• Familiarity and firsthand experience selling solutions like Papercut, MyQ, eFax platforms, Lexmark Translation, scanning workflows, and entry-level content management such as Square9.
• Strong capability to quickly learn new platforms, certifications, or solution integrations as the portfolio evolves.

Communication & Leadership:

• Exceptional verbal and written communication skills with the ability to explain complex solutions clearly to both customers and internal teams.
• Capable of driving internal buy-in and motivating sales reps to actively sell and champion solutions.

Collaboration & Problem Solving:

• A proactive partner to the sales team, able to juggle multiple demands and keep momentum on key opportunities.
• Methodical thinker with an analytical mindset, able to craft creative solutions that differentiate Prosource.

Behavioral Traits & Professionalism:

• Energetic, professional, and customer-obsessed with a sense of urgency to grow business.
• Comfortable balancing heavy internal demand with external sales activity, always keeping revenue generation front and center.
• Able to manage a complex workload, communicate in a timely fashion, and manage expectations

Education:

• Bachelor's degree in business administration or information technology preferred.

Summary:

This is a critical pre-sale, revenue-focused position designed to accelerate Prosource’s growth in print management, eFax, translation, scanning, and document management solutions. As the daily go-to expert and trainer for the sales team, the Print & Workflow Solutions Specialist combines deep technical knowledge with aggressive sales execution to drive new business and expand existing relationships. By collaborating with the Solutions Implementation Manager for seamless delivery, this role cements Prosource’s reputation as the leading technology and solutions partner in the region.