Job Description
Role Summary
The Territory Account Executive is responsible for generating profitable revenue from sales to customers within the public sector area in Germany, by selling with and through channel partners, primarily over the phone.
Responsibilities
What You Will Do:
- Support channel sales activities in assigned territory (level of involvement may vary based on partner type)
- Work with partners to drive renewals within the defined sector. Ensure successful customer retention for both number of accounts and revenue
- Prioritize and support partner-generated opportunities
- Manage all opportunities in the assigned sector to increase deal size and accelerate the buying process
- Engage end customer, as necessary, to drive up deal value and close rates
- Log all activity to maintain accuracy of CRM/PRM 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
- Quoting of all non-NFR related inquiries of partners in assigned territory
- Responsible for forecasting monthly/quarterly business
- Attend partner sites to generate new business opportunities
- Substitution of colleagues within the sales team during holidays, illness and transition time
What You Will Bring:
First years working experience in a sales environment
Experience in selling IT solutions
Proven track record of achieving and exceeding territory sales quotas
Familiarity with CRM/PRM 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
Fluent German language skills (written and spoken)
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