Sr. Territory Account Manager

Senior Territory Account Manager

The Senior Territory Account Manager is responsible for all sales activities, from lead generation through close in the assigned territory.

Develops and implements agreed upon territory sales plan which will meet both personal and business goals of expanding customer base in the territory.

Works in conjunction with presales engineering and sales support teams for the achievement of customer satisfaction, account acquisition, revenue generation, and long-term account goals in line with company vision and values.

What you’ll be doing :

• Responsible for the sales of server and storage maintenance agreements.
• Demonstrates technical selling skills and offering knowledge to effectively prospect, qualify, develop and close new business.
• Develops annual sales plan in conjunction with Director, Territory Sales which details activities to follow during the fiscal year, which will focus the Sales Associate on meeting or exceeding sales quota.
• Complete understanding of competitive landscape, pricing, and proposal models.
• Demonstrates the ability to carry on a business conversation with business influencers and decision makers.
• Maximizes all opportunities in the process of closing a sale resulting in the taking of market share from competitors.
• Sells, consults and makes recommendations to prospects and clients of the various solutions the company offers to their business issues.
• Develops a database of qualified leads in CRM through referrals, telephone canvassing, cold calling on prospects, direct mail, email, and networking.
• Assists in the implementation of company marketing plans in territory as needed.
• Responsible for sourcing and developing client relationships and referrals.
• Demonstrates the ability to gather and submit detailed qualifying information for pricing and presentation of solutions to identified prospects.
• Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within their assigned territory, including the use of CRM and Microsoft Outlook to maintain accurate records to maximize territory potential.
• Adheres to all company policies, procedures and business ethics codes.
• Actively participates and contributes in training and educational programs offered to company employees.
• Routinely assesses time management effectiveness and addresses opportunities to operate more efficiently and effectively.
• Other duties as assigned.

What we’re looking for :

• Five to ten (5-10) years in sales of hardware or maintenance agreements to middle market firms or equivalent experience.
• Experience in calling on CIO’s, CTO’s, CFO’s, Strategic Sourcing, Directors of IT, Systems Administrators, and / or Data Center Managers.
• Proven ability to achieve sales quotas.
• Demonstrated goal attainment track record over multiple plan years.
Bonus Points :
• N / A
• N / A

Education :

Bachelor’s degree required.

Travel :