Technology Sales Solution Specialist

The Technology Sales Solutions Specialist (TSS) is a critical inside-sales partner within the Staples Technology Solutions (STS) sales model, working in direct alignment with one assigned Account Executive to drive both net-new logo acquisition and expansion of existing customer accounts. 

This role functions as a dedicated selling partner and strategic sales resource, supporting the assigned seller across prospecting, opportunity development, deal execution, and internal sales operations. The TSS is responsible not only for driving pipeline and revenue growth, but also for managing internal deal workflows to ensure speed, accuracy, and consistency from opportunity creation through close. 

In addition to revenue generation, the TSS acts as a key internal coordinator, partnering with Sales Engineers, OEMs, Sales Operations, and pricing teams to deliver a seamless, technology-led customer experience. Success in this role requires strong collaboration, operational discipline, and a customer-first mindset.

Duties and Responsibilities Selling Partner Alignment

• Partner exclusively with one assigned seller as a dedicated selling partner.
• Support both net-new logo acquisition and existing account expansion as an extension of the assigned seller.
• Participate in joint account planning, territory strategy, and opportunity prioritization.

Net-New Logo and Growth Development

• Identify, qualify, and pursue net-new logo technology opportunities in partnership with the assigned seller.
• Support outbound prospecting through account research, targeted outreach, and follow-up.
• Assist in converting early-stage opportunities into qualified pipeline and closed revenue.

Account Expansion and Pipeline Growth

• Drive technology share-of-wallet growth within existing accounts through solution expansion, refresh cycles, and attach opportunities.
• Identify whitespace opportunities across hardware, software, lifecycle services, and managed solutions.
• Support pipeline creation, progression, and close aligned to the assigned seller’s quota and growth goals.

Internal Deal Support and Sales Operations

• Own and manage internal sales workflows, including:
• Deal registration with OEM and distribution partners
• Pricing requests, special pricing approvals, and discount management
• Quoting, revisions, and order accuracy
• Coordinate with Sales Operations, pricing teams, and distributors to ensure timely and accurate deal execution.
• Track approvals, timelines, and dependencies to prevent deal delays.
• Maintain clean, accurate opportunity data in SFDC.

Pipeline Management, Analytics, and Execution

• Utilize SFDC, dashboards, and analytics to manage opportunity health and pipeline hygiene.
• Support MEDDPICC-aligned qualification and deal progression.
• Assist in win/ramp execution, ensuring revenue is realized on closed opportunities.
• Contribute to forecast accuracy through disciplined opportunity management.

Pre-Sales and Solution Support

• Provide inside pre-sales support including:
• Technology solution and capability presentations
• Product configuration, pricing, and quoting
• Competitive comparisons and alternative recommendations
• Partner with Sales Engineers on solution design, demos, and technical validation.
• Support implementation readiness and post-sale handoff.
• Manage special pricing, bids, and strategic deal requests.
• Enforce pricing policies, margin thresholds, and approval frameworks.
• Protect margin and mitigate risk related to tariffs, rebates, and pricing.

OEM and Partner Engagement

• Engage OEM and technology partners (Dell, HP, Lenovo, Apple, Microsoft, Intel, etc.) to secure:
• Deal support and special pricing
• Product expertise and enablement
• Demos, samples, and implementation resources
• Leverage OEM programs and incentives to increase win rates and deal size.

Customer Experience and Coordination

• Act as a central coordination point across sales, OEMs, and internal support teams.
• Maintain strong customer relationships through proactive communication and follow-up.
• Ensure a consistent, high-quality customer experience throughout the sales lifecycle.

Professional Development

• Develop selling skills across prospecting, qualification, deal strategy, objection handling, and closing.
• Complete required training, OEM certifications, and enablement programs as assigned.

Impact on Business

• Co-selling responsibilities that include closing winning business and exceeding KPIs.
• Assist in closing the gap on newly won opportunities and driving win/ramp to ensure deal compliance.
• Strategic selling partner responsible for driving compliance and program maintenance across the portfolio.
• Act as the foreman for internal partners, support, and customers for complex IT solutions like PSAs, EDI punchouts, and services.
• Provide a divide-and-conquer approach to the book of business.

Business Strategy

This role is responsible for enabling the assigned seller by removing lower-complexity opportunities while also supporting new-logo acquisition and driving deeper technology penetration across both existing and net-new customers. The role operates as a true selling partner, allowing the seller to remain focused on higher-value, strategic pursuits.

• Demonstrates strong command of technology solutions, offerings, and competitive differentiation across the portfolio.
• Drives incremental revenue and share-of-wallet growth through proactive efforts focused on net-new logo development, compliance, propensity, attach, and win/ramp strategies.
• Actively engages in new-logo opportunities, supporting discovery, qualification, and early-stage opportunity development in partnership with the assigned seller.
• Acts as a co-seller and project manager for the account team, supporting programmatic and solution-based initiatives such as technology refreshes, lifecycle programs, bundled solutions, and services attach.
• Partners closely with internal teams to ensure execution, deal progression, and a seamless customer experience from opportunity identification through fulfillment.

Discretion and Independent Judgment

• Exercise sound discretion when engaging OEM and distributor partners to recommend alternative technology solutions that improve profitability, lead times (ETA), availability, and overall deal viability, while leveraging existing strategic partnerships.
• Identify and propose substitute or value-optimized technology products to mitigate supply constraints, pricing pressures, or delivery risks, ensuring continuity and customer satisfaction.
• Lead pricing negotiation directly with customers for both transactional and programmatic technology opportunities, in alignment with approved pricing frameworks and margin objectives.
• Design and launch technology programs and solution bundles, including product selection, lifecycle planning, and services attach, which may require formal agreements for solution placement or program execution.
• Partner with internal stakeholders and external vendors to support contracting for technology programs, including negotiation of applicable terms and conditions in coordination with Legal and Finance.
• Ensure adherence to pricing governance, approval processes, and compliance standards, maintaining healthy, sustainable margins while supporting long-term customer and partner relationships.

Qualifications Basic Qualifications

• Proven self-starter with energy and motivation to uncover, develop, and close sales with the ability to work independently with minimal supervision.
• Ability to sell company values and services, in addition to program features and benefits via phone and digitally.
• Strong time management skills.
• Strong verbal and written communication skills.
• Strong interpersonal skills to be able to interact across departments, including customers.
• Context-switching expert: the ability to balance multiple concurrent responsibilities of varying priorities and to shift focus from one to another with minimal loss of productivity or work quality.
• Problem-solving skills with a customer-centric mindset.

Preferred Qualifications

• Proficient in Microsoft Office.
• Knowledge of Salesforce.
• BS in Computing Science.

About Staples

Staples is an Equal Opportunity Employer who values the diversity of our people, products, and services. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law.