Territory Manager
Job Title Account Executive -- Midwest/West/Southwest/Southeast
Reports to North American VP of Sales
Based Home and/or Regional Office Based
___________________________________________________________
Company background
Our client is a leading provider of Best Practice based IT Service Management software with it's North American Headquarters based in Herndon Virginia. They benefit from over 18 years of development and investment around these Best Practice principles, and its core solution intuitively steers users through the IT Infrastructure Library (ITIL) processes.
With thousands of satisfied Users worldwide, they deliver IT Service Management solutions to virtually every industry across North America, EMEA and beyond.
Job Description
As a territory based Account Executive you will be responsible for driving revenue based on a combination of license and services sales into new and existing accounts within the assigned territory.
Job Expectations include:
· Major focus on targeting and closing net new customer opportunities in assigned territory.
· Achieve revenue targets from assigned territory or set of accounts
· Differentiate in the ITSM market through personal experience and the application of sales technique/process guidance given by sales leadership.
· Provide excellent levels of service to customers throughout the sales cycle and beyond.
· Identify target accounts in assigned territory using market data and industry intelligence.
· Work with other sales resources to gain access to target accounts and identify sales opportunities.
· Present value and positioning of solution in customer relevant and competitor differentiated manner
· Working with solution consulting resources build understanding of customer pain points, requirements and potential value that can be delivered.
· Deliver a compelling business case to customer detailing the solution benefits, roadmap to value and reasons to buy immediately.
· Coordinate resources to allow the customer to evaluate solutions through customer / business relevant demonstrations and positioning of other offerings.
· Provide timely forecasts of revenues using the CRM tool.
· Use Account and Opportunity Management processes to ensure that all avenues and activities are being covered to move deal to closure.
· Report to sales manager providing relevant information relating to deal progress that can be presented up the management chain.
· Represent in market place meeting with customers and supporting marketing initiatives to build pipeline.
· Collaborate with other sales team members to be innovative in selling approach.
Skills and experience
Essential/Desirable Proven track record meeting and exceeding sales targets in enterprise level software sales. Sales success working in an IT focused software company. Knowledge of ITSM market and the specific needs of the customers in this space. Career history involves sales experience with competitive vendor in ITSM Gartner Magic Quadrant. Sales Process understanding having using SPIN, TAS, Miller Heiman, Getting to YES or similar best practice methods. Ability to develop a strong business case and quality proposal to convince customer to purchase. Solution selling experience including delivering revenues from license and services combined offerings. Technical and solution architecture understanding. Ability to discuss complex software concepts and product capabilities in business relevant manner. Understanding of ISO / COBIT and other IT best practice concepts. Competence developing and delivering presentations to large and diverse audiences. Comfortable collaborating with channel partners to deliver sales and implementation services. Skilled in negotiation techniques and commercial understanding of contractual considerations of a software vendor. ITIL Qualified to Foundation level a plus. Strong customer interactions skills to be credible and trusted in sales cycle. College Degree. Well organized, self motivated and driven by success both personal and for the company. Well developed verbal and written communication skills.
