Description
We are seeking a Territory Manager for Commercial & SMB Market to serve as the overall account lead for numerous, large named accounts in an assigned country, geographic territory and/or industry. You will understand a client’s key business and IT challenges and requirements and focus on driving value for the client, while maximizing revenue and margin for the company.
Responsibilities:
- Coordinates and owns account plans for strategic commercial accounts in the account planning process
- Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company products and solutions
- Uses specialty to leverage existing opportunities and branch into more than one BU in the account
- Establishes a professional working relationship (up to the executive level) with clients, and develops a core understanding of the unique business needs
- Engages partners effectively to improve win rates on selective deals
- Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates
- Generates leads for company volume products and certain value products and collaborates with other specialists or partners as needed
- Responsible for achieving/managing quarterly, half-yearly or yearly quota
- Enters opportunities in pipeline tools and updates them weekly
- Recommends and implements Pipeline management practices
- Sells solutions that include hardware, software and services
- Builds and deploys a territory account plan that includes working with partners, specialists
- Implements margin recovery activities/strategies in full ownership of the account or in partial ownership depending on account coverage
- Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams
- Identifies customer requirements, matches with company capabilities and chooses the respective company supply chain accordingly (Direct or Indirect)
- Reviews and designs sales policy and strategy
Education and Experience Required:
- University or Bachelor's degree preferred
- Deep knowledge of basic enhanced products, solution and service offerings as well as competitors' offerings
- Extensive vertical industry knowledge and advanced degree of selling skills
- Typically 5-8 years of experience as referenced above
- Account management experience required
- Experience in product specialty (computers, printers, servers, storage)
Knowledge and Skills:
- Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs
- Ability to coordinate internal and external partners to deliver appropriate solution sale
- Able to interface with senior levels internal to the company and external client and partner groups
- Knows when to adjust business plans based on account and industry segment opportunities
- Uses consultative selling skills to proactively help customers with making IT business decisions
- Partner organization intelligence aligned with partner management skills
- Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign off
- Ability to understand the customer's business issues and translate to the company's solutions
- Ability to prioritize and drive strategic sales activity on a solution basis
- Excels in competitive selling skills
- Needs a good understanding of the channel and how to partner
What We Can Offer You:
- Health & Wellbeing: comprehensive suite of benefits that supports physical, financial and emotional wellbeing
- Personal & Professional Development: specific programs catered to helping you reach any career goals you have
- Unconditional Inclusion: unconditionally inclusive in the way we work and celebrate individual uniqueness