Territory Manager

• 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 that result in ongoing profitable revenue growth for the company
• 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

• University or Bachelor's degree
• Detailed knowledge of key customer types or customers on given products
• Typically 8-12 years of experience
• Industry experience required
• Experience in product specialty (network/security products)
• Good leadership skills and cross functional expertise
• Good time management skills
• Broad understanding of the customer's needs
• Advanced sales negotiation and deal closing skills
• Expertise in managing end-to-end sales processes in large deals
• Relevant knowledge of client's industry
• 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 complex solution basis
• Excels in competitive selling skills
• Sells across platform and specialty

Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity

• Health & Wellbeing
• Personal & Professional Development
• Diversity, Inclusion & Belonging