Manages existing hardware client relationships and serves as the primary quoting resource for business IT and VoIP equipment. Responsibilities include gathering requirements, sourcing products, negotiating with vendors, registering deals, preparing accurate quotes, managing refurbished equipment requests, supporting Account Managers, protecting margins, tracking performance, and identifying hardware revenue opportunities. The role requires technical product knowledge, vendor relationship management, attention to detail, and the ability to manage multiple quotes independently.
We are seeking a commercially minded Hardware Sales Specialist to manage an established book of hardware clients while serving as the primary quoting resource for the sales team. This role supports clients purchasing IP phones, headsets, repaired and refurbished handsets, and other VoIP-related equipment, while also helping Account Managers source and quote a broad range of business IT hardware.
The Hardware Sales Specialist will own the vendor relationship and manage the pre-order process from requirements gathering and sourcing through pricing, deal registration, and client quoting. The ideal candidate is comfortable reading technical specifications, asking thoughtful follow-up questions, negotiating with vendors, and delivering an excellent client experience.
What Success Looks Like
What Success Looks Like
- Maintains strong, responsive relationships with the existing hardware client base.
- Delivers accurate, timely, and well-positioned quotes that help Account Managers win business.
- Builds productive relationships with vendors and secures favorable pricing and program benefits.
- Identifies opportunities to grow hardware revenue within existing client relationships.
- Protects margin through careful pricing, strong vendor management, and attention to detail.
- Keeps multiple active quotes and client needs organized without sacrificing accuracy or follow-through.
This role will include a base salary of $65,000–$70,000, with on-target earnings of $85,000–$100,000 depending on performance.
Key Responsibilities
Client Account Management
- Manage day-to-day relationships with existing hardware clients and support a smooth transition of inherited accounts.
- Respond to client questions related to pricing, availability, part numbers, compatibility, lead times, and equipment options.
- Coordinate repair and refurbished-equipment requests with repair vendors, set clear turnaround expectations, and follow units through return to service.
- Maintain knowledge of each client’s existing environment to make thoughtful, relevant hardware recommendations.
- Partner with Account Managers to identify growth opportunities, including headset refreshes, handset upgrades, new-site needs, and aging equipment replacements.
Vendor Quoting & Sales Support
- Serve as the primary quoting resource for the sales team across desktops, laptops, servers, networking equipment, wireless access points, monitors, docks, peripherals, VoIP phones, headsets, and related hardware.
- Partner with Account Managers to confirm client requirements, including quantities, specifications, warranty terms, timelines, and site details.
- Source and compare pricing from distributors, manufacturers, and specialty vendors; recommend the best-fit option based on client needs, availability, and value.
- Register deals and pursue special pricing, promotions, rebates, and other available partner-program benefits.
- Produce accurate, client-ready quotes with correct part numbers, current pricing, realistic lead times, and clear warranty or support terms.
- Identify appropriate substitutions and alternatives for backordered or end-of-life equipment, clearly communicating any tradeoffs.
- Hand approved quotes to the ordering team while remaining a consistent point of contact for the client.
Vendor Relationship Management
- Own relationships with hardware distributors, manufacturers, and repair partners.
- Maintain partner-program status, certifications, and vendor portal access.
- Advocate for improved pricing, terms, and program benefits as purchasing volume supports it.
- Stay current on product roadmaps, end-of-life announcements, supply constraints, and promotions, sharing relevant updates with the sales team.
- Serve as an escalation point for quoting issues, pricing disputes, and pre-sales technical questions.
- Identify and onboard additional vendors when there are gaps in available product offerings.
Margin, Pricing & Reporting
- Apply approved markup guidelines while using sound judgment on competitive and strategic opportunities.
- Track gross margin by quote, client, and vendor.
- Provide periodic reporting on quote volume, win rate, hardware revenue, and margin performance.
- Monitor market pricing for commonly sold equipment to maintain competitive pricing while protecting margin.
Skills, Knowledge & Expertise
- 2+ years of experience in technology sales, inside sales, sales support, vendor management, or distribution; experience in an MSP, VAR, or technology reseller environment is strongly preferred.
- Working knowledge of business IT hardware, including computers, servers, networking equipment, wireless solutions, and telephony hardware.
- Experience with vendor portals, deal registration, and distributor quoting tools.
- Ability to read technical specifications and accurately identify equipment by manufacturer, model, and part number.
- Strong understanding of gross margin, markup, freight, and shipping considerations.
- Exceptional attention to detail and ability to manage multiple quotes at various stages.
- Clear written communication and strong client-service skills.
- Self-directed and comfortable managing a high volume of work independently.
Preferred Experience
- VoIP and telephony hardware, including Cisco, Yealink, Poly/Polycom, Jabra, IP phones, headsets, gateways, and ATAs.
- Legacy PBX and telecom equipment, including refurbished and secondary-market handsets.
- Microsoft Teams voice environments.
- Dell, HP, Lenovo, Cisco, Meraki, Fortinet, Versa, or Ubiquiti product lines.
- Distributor relationships or experience with TD SYNNEX, Ingram Micro, ScanSource, Jenne, or similar providers.
- Quoting or CPQ tools and PSA platforms such as ConnectWise.
- Vendor rebate and partner-program administration.
About
Shield Technology Partners is a national IT Services platform formed through the collaboration between Thrive Holdings and ZBS Partners. By combining Thrive Holdings’ technological expertise with ZBS Partners’ proven approach to supporting founder-led businesses, Shield Technology Partners is dedicated to accelerating growth, innovation and long-term value creation for IT services companies across the country.
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