FSI Territory Manager

• Responsible for creating and driving their sales pipeline. Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow- up by others.
• Maintain knowledge of competitors in account to strategically position the company's products and services better.
• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
• Provide support to Account managers and provide input regarding business development and solution expertise.
• Development of quota objectives and future direction for defined product category.
• Some specialists also responsible for selling outsourcing deals.
• Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry.
• May invest time working with and leveraging external partners to deliver sale.
• Direct or coordinate supporting sales activities.

About you:

• University or Bachelor's degree
• Directly related previous work experience.
• Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
• Extensive selling experience within industry and on similar products.
• Typically 8-12 years of advanced sales experience.
• Project management skills required.
• Is considered an expert in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
• Understand the industry and market segment in which key accounts are situated, and integrate this knowledge into consultative selling.
• Understand and apply program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
• Understand the role of IT within area of specialization and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capability.
• Account planning and accurate account revenue forecasting skills.
• Collaborate with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
• Cultivate & maintain positive relationships with customers to ensure account retention & growth, and positions the company as the preferred vendor for meeting all business needs.
• Establish a professional working relationship, up to the executive level, with the client.
• Demonstrate leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
• Demonstrate high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
• Deep knowledge of products, solution or service offerings as well as competitor's offerings.
• Understand how to leverage the company's portfolio and change the playing field on our competitors.

Accessibility

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Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.