Territory Sales Manager
Blackstone - Baltimore, MD

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Primary responsibilities for this key position include planning and managing territory resources, selling directly to customers and exceeding revenue goals. The ideal candidate will have extensive sales experience and understand complex sales cycles. This individual should be able to demonstrate experience in running complex, solution based, sales campaigns with large corporate and government organizations, ideally in relation to mobile and voice software solutions.

Territory and account planning

Building and maintaining strong business relationships with senior level executives

Achieve and exceed revenue targets by acquiring new customers and up selling or cross selling to install base customers

Work closely with field marketing and build own pipeline

Close deals directly with customers and/or through our partner ecosytem

Responsible for accurately updating CRM tool

Required Skills and Experience:
5+ years of experience in quota carrying sales position

3+ years of successful selling experience in the “voice solutions” market

Ability to perform lead generation, account planning, account development and retention strategies, pipeline management and selling capabilities

Demonstrated ability to meet and exceed bookings and revenue targets consistently: quarter to quarter and year to year

Ability to manage transactional and complex sales cycles.

Possess an understanding of the sales life-cycle: prospecting, buying behaviors, negotiation, overcoming objections and closing the deal.

Excellent verbal and written presentation and communication skills

Good reputation in the region and experience in the region with direct/indirect channels

Ability to identify key decision makers and work at the “C” level

Experience working with various channel partner types

Ability to work as part of a virtual team with Pre-sales, Implementation Consultants, Technical Support Engineers, Technical Account Managers, Renewal Sales and Sales Support/Operations

Ability to follow through and meet deadlines

Strong organizational skills with ability to handle various tasks; attention to detail

Preferred Qualifications:
Experience in the Auto ID industry

Experience using Salesforce.com to manage the sales cycle and forecast

Training in a major sales methodology such as Target Account Selling

4 year degree or equivalent experience

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