Territory Sales Manager (TSM)
Blue Coat Systems - Ohio

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The Territory Sales Manager (TSM) reports to the Regional Director of Sales and is responsible for managing and developing their assigned named accounts and/or territory. The TSM is charged with building customer relationships and selling into net new prospects leveraging leading channel partners. He/she will work with their Systems Engineer (SE) and internal resources to exceed sales quota and develop a strong pipeline for future growth.

A successful TSM will need to have an understanding of how to drive end user business and motivate partners to maximize revenue and coverage. Key attributes to delivering results include the ability to articulate solution/business value, understanding how to influence complex organization dynamics, and a tenacity to win.

Core responsibilities and functions include:
  • Manage prospecting and sales activities in assigned territory
  • Identify and close sales opportunities in the territory
  • Build sales pipeline/funnel
  • Construct and execute an effective territory development plan
  • Coordinate and develop local sales and marketing activities
  • Develop relationships with key channel partners including GSIs, VARs, and service providers
  • Establish and build relationships with top accounts to maximize revenue and long term business
  • Lead sales presentations for end user and reseller meetings/events
  • Update opportunities in SFDC, manage pipeline, and accurately forecast revenue
  • Coordinates sales activities with other field sales reps and management
  • Interface with the Channel Team on program implementation and training
  • Aggressively promote Blue Coat and our industry leading security solutions in the marketplace
Position Requirements:

· 5-7+ years of successful, progressive experience in the networking/security HW/SW sales, preferably with experience selling web security, cloud security service, content filtering, proxy, WAN optimization, and/or traffic shaping/reporting

· Sustained, verifiable track record of exceeding sales revenue quotas

· Must have excellent communication (verbal & written), presentation, and interpersonal skills

· Proven ability to communicate complex concepts and technical benefits in business terms to the executive level

· Strong solution value based selling skills, including extensive experience calling on key executives and decision makers in large Enterprise accounts in the local geography

· Technical acumen in the areas of networking and Internet security, visibility and application acceleration

· Self-motivated, independent, and highly driven to succeed and increase revenue
  • Bachelor degree or equivalent
· Some overnight travel required

Blue Coat Systems - 18 months ago - save job - block
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