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Territory Account Manager

Bengaluru, KA
Job Code:
  • IT
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Job Details

Job DescriptionThe Territory Manager (TM) is focused on building an effective sales engine and closing net new business in partnership with our channel & OEM partners. The TM assists partners within assigned territories in delivering against business plans developed by the Partner Business Manager (PBM). Working with partners, the Territory Manager proactively prospects for new business opportunities with net new logos and up-sell opportunities to existing customers within a defined geographic territory. Through sales coaching and joint-selling (to focus accounts), the TM helps uncover and identify customer business challenges and opportunities that CommVault can address and helps present solutions that ultimately result in new software license and services revenue growth. In essence, Territory Managers build geographic franchise businesses by building off-payroll sales teams within the channel ecosystem.Position Responsibilities includeIncreases the velocity and frequency of transactions through the territory partner channel resulting in a consistent, growing book of business within the territory.Contributes to territory partners skillsets though sales coaching, joint account selling, and partner-driven campaigns.Develops a Territory Plan to effectively execute against that addresses all key sales & marketing campaigns, identifies all key partner relationships and activities, calls out the target accounts for the territory and provides a roadmap for successful management of that territory across all avenues and key CommVault initiatives.Works with CommVault Partner Business Manager to build joint CommVault/Partner business cases, proposals and forecasts that deliver CommVault s value proposition to end user customers and prospects that enable partners to contribute to the territorys success.Builds and maintains a network of customers and prospects with relationships that span across organizations.Performs the role of Sales Director for their virtual partner selling teams, ensuring weekly review of pipeline, deals and accurate forecasting; vets results with TM Sales Director and AVP.Completes 10 face-to-face end-user sales calls per week with partners.Attends two marketing, demand generation events per month with Focused Partners rep(s) & SE s; Maintains continuous pipeline build to ensure 3X to 4X pipeline to quota.Operational tracking of pipeline, bookings, to include a weekly forecast cadence as part of the weekly metrics inspection (forecast for next week/month and what closed via the commitment for the prior week/month); week-over-week tracking of forecast, upside, total pipeline and GAP.Conducts regularly scheduled meetings with Go-to-Partners to discuss registrations, sales campaigns and account mapping.Position Requirements includeDegree level education and 3+ years sales experience in a channel driven role.Ability to lead and manage a virtual team of partner based sales and technical resources to deliver on forecast and meet revenue goals.Has a high level of technical knowledge of software and infrastructure products and services and knows when to engage additional resources.Skilled at translating technology to business value for both partners and end users.Demonstrates ability to work with partner or personally engage key executives within an end-user organization and present organization s offerings.Understands and can articulate the force multiplier inherent in the partner channel model.Preferred experience with technology organizations that have gone to market through strong channel focused approach.Consistent attainment of quarterly license quota with past organizations.Proven experience and competency in Microsoft Office Suite.Previous annual earnings in alignment with role expectations
Degree: MBA/ PGDM

Additional Degree: BA (Arts) | B.Com. (Commerce) | B.Pharm. (Pharmacy) | B.Plan. (Planning) | B.Sc. (Science) | BBA/ BBM/ BBS | BCA (Computer Application) | Diploma-Other Diploma | B.Ed. (Education) | BHM (Hotel Management)

Experience: 3-8


Channel Sales | Client Servicing | IT/Telecommunications | Relationship/Account Servicing
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