Territory Sales Manager
Axcient - Mountain View, CA

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About Axcient:
Axcient is one of the Bay Area's top 10 fastest growing companies and top 10 best places to work, as ranked in Inc. magazine, the Silicon Valley Business Journal, and San Francisco Business Times. The Axcient cloud platform eliminates IT downtime and data loss for businesses by replicating laptops, desktops and servers to the cloud for easy file restore, application recovery and system failover. Axcient currently protects hundreds of thousands of machines and billions of files and applications in the Axcient cloud. In fact, more than 400,000 GB of new data is uploaded to the Axcient cloud each month.

Disrupting a Legacy Market:
At Axcient, we're at the cutting edge of cloud computing, big data and next generation user experience as we build one of the largest, most scalable cloud infrastructures in the world. We are a team of disruptors and innovators committed to building the next market leader in the $30B data protection services market. We're taking on an industry that has been dominated by legacy enterprise software and hardware companies for decades, and standing it on its head by leveraging virtualization and cloud technologies.

Employee-Centric Workplace:
Because we hire only the best and brightest, we nourish that talent with an environment where people can innovate, thrive, and pursue their passions. Our competitive compensation package includes stock options, 401(k), and comprehensive health benefits – along with access to perks like free lunches and weekly team workout sessions.

Position Overview:
The Territory Sales Manager will work to maximize Monthly Recurring Revenue (MRR) and customer satisfaction. The TSM will work to develop and manage a base of existing partners; prospect, qualify, and close sales opportunities to new and existing customers within a designated territory. This position is responsible for recruiting, signing and ramping up MSP and Reseller Partners within the territory. This position requires an enthusiastic personality with a positive attitude and aggressive sales skills as well as a solid understanding of relevant technology and software solution selling.

Responsibilities:
Manage all existing relationships with MSP and Reseller Partners in territory to support and drive channel sales productivity.
Prospect for new customers and partners.
Qualify new opportunities based on technical, financial, and business fit.
Update and maintain rolling sales forecast to management in SalesForce.
Process sales orders (new, upgrades and renewals) placed by partners.
Coordinate all partner-related operations and support issues as they occur, with the goal of quick resolution and maximum customer satisfaction.
Coordinate Technical Sales Engineer resources for customer demos and evaluation support.
Qualify inbound end-user opportunities and direct them to productive partners.
Respond to inbound requests (phone, fax, email, etc.) for product/pricing information.
Create and maintain all partner Opportunities in SalesForce in order to provide current pipe-line and forecast information to management on a weekly basis.
Create, submit, and track status of all proposals and price quotations in SalesForce.
Recruit customers to participate in reference account programs.
Represent the company at any conferences/trade shows as assigned.
Manage data gathering, formatting and submission of all responses to RFP's/RFI's.
Role requires flexibility and willingness to communicate with Partners before and after standard business hours as needed to meet quota responsibilities and account for time zone differences.
Perform other related duties as may be defined by VP of Sales.

Requirements:
Bachelor's degree in relevant area of study preferred
3+ years software sales experience; SaaS a plus
Equivalent combination of education and experience
Knowledge of channel partner sales behaviors and value sets preferred
Knowledge of sales process methods including qualifying and negotiating skills.
Knowledge of modern business communication, including style and format of letters, reports, and presentations.
Highly computer literate in MS Office applications, Outlook, and SalesForce contact management software.
Team-first attitude, ability to work closely with Regional Sales Manager to hit individual and joint sales goals.
Ability to establish priorities, work independently, and function with minimal supervision.
Superior verbal, written, and interpersonal communication skills required.
Enthusiastic personality with positive attitude.

Axcient - 18 months ago - save job - block
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