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PFU America, Inc.

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Account Manager, Software Sales & Reseller Development

Department: Sales
Location:
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Role Summary:

The Account Manager, Software Sales & Reseller Development is a hybrid role combining strategic software sales leadership with channel development responsibilities. This position is responsible for driving software revenue growth, enabling reseller success, and penetrating competitive accounts. The role will lead efforts in demand generation, pipeline management, and partner enablement across PFU America’s software portfolio and reseller ecosystem.

Key Responsibilities:

Software Sales

  • Prospect and close net-new software solution opportunities across PFU’s portfolio (e.g., PaperStream Capture Pro, NX Manager, EdgeX).
  • Serve as a subject matter expert, providing competitive positioning to resellers, end-users, and internal teams.
  • Track and manage opportunities in Salesforce, collaborating with Account Managers.

Reseller Development & Enablement

  • Transition and activate NewWave Resellers (50–200+), targeting competitive resellers such as Kodak/Canon.
  • Recruit and develop relationships with new reseller partners.
  • Execute joint programs with resellers including MDF, promotional activities, and sales enablement.
  • Focus on national resellers with large footprints (e.g., UBEO, WWT, POA, DEX).
  • Expand partner wallet share by aligning PFU solutions with complementary technologies.

End-User Engagement & Demand Generation

  • Develop strategic plans to generate demand within targeted end-user accounts.
  • Penetrate competitive accounts and displace incumbent solutions.
  • Support end-user opportunities through coordination with resellers and PFU’s Account Management Teams.

Sales Funnel & Forecasting

  • Maintain a healthy pipeline aligned with monthly, quarterly, and annual targets.
  • Provide accurate forecasts and reporting on pipeline health, win/loss analysis, and competitive displacement.
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