Territory Sales Specialist

Job Description:
•Serves as the expert to the partner for more advanced information regarding product, services, and software transitions, promotions, and configurations.•Supports sales by analyzing opportunities, and communicating sales collateral within their area of focus.  May be brought in by partner to sell company brand to end customers.•Achieves assigned quota for company assigned products , services, and software•Transactional selling working within a team of selling professionals.•Influences partners to create and maintain their company funnel.•Influences partner business manager and/or end user sales teams on partners’ capabilities and merits.•Ensures partners are compliant with legal and SBC practices.•Carries quota about 10% below  the  average local/country/ quota per account manager ratio•Primary focus for partners sales on SMB segment
 
Qualifications
Education and Experience Required:
 •University or Bachelor’s degree preferred•Typically 3-5 years of selling experience at end user account or partner level•Experience developing positive relationships and solving customer problems
 
Knowledge and Skills Required:
 
•Understanding of the IT industry, competing vendors, and the channel,  including competitive positioning•Understanding of company’s organization & operations, including key business rules, partner segmentation, key programs & initiatives, structure.•Understanding of a select set of company’s products, software, and services.    Able to communicate the strengths of company’s offerings, and overcome objections•Effectively sells company offerings by building strategic relationships with partner contacts;  and promoting company programs and offerings•Develops account plans with partner to grow company’s share of the business•Partners effectively with others to ensure coordinated, efficient account management•Understanding of pipeline management basics and ability to explain benefits to partners