Description
We are seeking a Territory Manager - Networking (AEC) to serve as the overall account lead for numerous large named accounts in an assigned country, geographic territory, and/or industry.
The successful candidate 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:
- Builds growth opportunities using the account planning process
- Actively manages planning process through scheduled reviews and updates
- Extensive time working with and leveraging external partners to deliver solution sale
- Significant percentage of time spent directly with customer
- Interfaces with all levels, including highest within customer organization
- Develops business plan in conjunction with customer
- Applies consultative-selling techniques to identify and advance opportunities
- Maintains high-level of customer loyalty and builds trust and integrity
- Responsible for achieving/managing quarterly, half-yearly, annual quota and/or margin
- Enters all opportunities in pipeline tool and updates them weekly
- Recommends and implements industry-leading pipeline management practices
- Ability to implement margin recovery activities/strategies
- 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
Education and Experience Required:
- University or bachelor's degree
- Detailed knowledge of key customer types or customers on given products
- Typically, 10-12 years of experience
- Industry experience required
- Experience in product specialty (networking)
Knowledge and Skills:
- Good leadership skills and cross-functional expertise
- Good time management skills
- Broad understanding of the customer's needs
- Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sale
- High-level customer management relationship building
- Advanced sales negotiation and deal-closing skills
- Expertise in managing end-to-end sales processes in large deals
- Relevant knowledge of client's industry
- Knowledge of the company's breadth of solutions
- Ability to understand the customer's business issues and translate to the company's solutions