Territory Account Manager - Corporate Team

Sophos Plc
22 Sep 2016
20 Oct 2016
Contract Type
Job Purpose: Work within the North Corporate Team, responsible for generating profitable revenue from individual sales to customers within assigned territory, by selling with/through channel partners and to support the external sales team in achieving overall territory revenue and other goals. Duties & Responsibilities: Achieve bookings quota for assigned territories – 750 to 1499 IT Users within the West Corporate accounts Achieve new business and product targets for assigned territories – build on existing territory while creating demand within the territory Ensure successful customer retention metrics for both number of accounts and revenue Work closely with customers and partners to expand Sophos footprint with assigned customer base Drive net new logo customer acquisition metrics and pipeline within assigned territories Lead selected channel sales activities for opportunities in assigned territory not assigned to Channel Account Executive Support the external sales in arranging prospect and customer meetings, producing quotes, and forecasting for assigned territory Manage all opportunities in the assigned territory to increase deal size and accelerate the buying process Log all activity to maintain accuracy of SFDC and forecasting systems Maintain a detailed understanding of customer’s business (pain points, priorities, business drivers, etc.) to appropriately align specific solutions to customer’s needs Work with partners to consistently articulate Sophos’ value proposition to customer in order to maintain and expand Sophos’ business within assigned customer accounts Responsible for forecasting monthly/quarterly business Beneficial Skills/Experience: Strong telephone selling technique Ability to work within larger accounts, 750 employees and above Ability to hunt for net new logo customers within territories Self starter with the ability to work within a team, focused on individual goals and overall team goals Manage time and importance of tasks assigned Experience: Essential Previous experience a sales environment Experience in selling IT solutions Proven track record of achieving and exceeding territory sales quotas Desirable Experience selling security solutions Established relationships with existing channel partners in the territory Experience selling with and through partners Knowledge & Skills: Essential Familiarity with SFDC and forecasting systems Knowledge of territory characteristics and business environment Knowledge of software channel ecosystems Strong Negotiation skills Strong Presentation skills Strong Communication and Interpersonal skills Excellent telephone selling skills Ability to thrive in a team selling environment Desirable Familiarity with Sophos solutions or comparable competitive products Knowledge of security software industry, including competitors, market needs and trends Education & Training: Essential Secondary education Desirable Degree educated Technical background This job was originally posted as www.totaljobs.com/job/66691679

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