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Territory Account Manager

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CommScope

1mo ago

  • Job
    Full-time
    Senior Level
  • Sales & Business Development
    IT & Cybersecurity
  • United States
    Remote

AI generated summary

  • You need 8+ years in IT/network sales, strong relationship-building skills, consultative selling experience, technical aptitude, and proficiency in MEDDICC/SFDC. A Bachelor’s degree and English fluency are preferred.
  • You will build client relationships, manage account planning, execute territory strategies, collaborate with partners, forecast sales, and ensure KPI compliance while maintaining Salesforce hygiene.

Requirements

  • Experience working with IT and/or networking and wireless products with the ability to tap into technology to provide valued added business outcomes.
  • Establishes a professional working relationship (up to the executive level) with clients and prospects to develop a core understanding of the unique business needs.
  • Prospect and nurture growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
  • Build and drive the execution of a territory account plan that includes working with partners and internal specialists to increase win rate.
  • Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques.
  • Cultivate relationships with our channel partners to bring channel-centric go-to-market approach for our customers.
  • Demonstrates in depth knowledge of the full sales cycle and the ability to follow a structured sales process.
  • Proficient in the understanding of forecast methodologies and provide weekly updates.
  • Excellent time management skills, and work with high levels of autonomy and self-direction.
  • Ability to manage excellent Sales Force hygiene.
  • Thorough understanding and ability to meet KPIs.
  • 8+ years of proven track record in sales, technical sales, or a related field.
  • Technical aptitude of IP networking and wireless products, software solutions, and service offerings as well as competitive offerings.
  • A proven self-starter who is open to coaching and mentoring.
  • A positive track record of delivering and overachieving revenue goals.
  • Experience presenting technical solutions to technical and non-technical audiences including C-level executives in small and large group settings.
  • Proficient in the understanding of MEDDICC and SFDC forecast methodologies.
  • Bachelor, or equivalent, degree preferred.
  • Fluency in english language is a must.

Responsibilities

  • Establishes a professional working relationship (up to the executive level) with clients and prospects to develop a core understanding of the unique business needs.
  • Prospect and nurture growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
  • Build and drive the execution of a territory account plan that includes working with partners and internal specialists to increase win rate.
  • Cultivate relationships with our channel partners to bring channel-centric go-to-market approach for our customers.
  • Demonstrates in depth knowledge of the full sales cycle and the ability to follow a structured sales process.
  • Proficient in the understanding of forecast methodologies and provide weekly updates.
  • Excellent time management skills, and work with high levels of autonomy and self-direction.
  • Ability to manage excellent Sales Force hygiene.
  • Thorough understanding and ability to meet KPIs.

FAQs

What is the role of a Territory Account Manager at RUCKUS Networks?

The Territory Account Manager is responsible for strategically managing business in the New Jersey territory, driving revenue, increasing market share, developing strong customer and partner relationships, and executing the sales go-to-market strategy.

What qualifications are required for this position?

The position requires 8+ years of proven track record in sales or a related field, technical aptitude in IP networking and wireless products, and experience presenting technical solutions to both technical and non-technical audiences, including C-level executives.

Is experience in the IT/networking field necessary for this job?

Yes, experience working with IT and/or networking and wireless products is required, as candidates should be able to leverage technology to provide valued business outcomes.

What are the expected total compensation and salary range for this position?

The expected total compensation (base salary and commission range) for this position is $138,000.00 - $240,000.00, depending on experience and a proven history of successful performance.

Will I need to travel within New Jersey for this role?

Yes, the Territory Account Manager role requires managing business within the New Jersey territory and therefore involves travel within that area.

What kind of sales techniques should a candidate be familiar with?

Candidates should have demonstrated experience with complex solutions, value selling, and/or consultative sales techniques, as well as a thorough understanding of the full sales cycle and structured sales processes.

Is there an emphasis on working with channel partners in this job?

Yes, cultivating relationships with channel partners and bringing a channel-centric go-to-market approach for customers is a critical part of the Territory Account Manager's responsibilities.

What kind of support does CommScope provide during the hiring process?

For accommodations related to the application or interview process, candidates can contact talent acquisition at talentacquisition@commscope.com. Additional details about CommScope's accommodation process and EEO policy can be found on their website.

What is the company culture like at CommScope?

CommScope fosters a culture of innovation and connectivity, where employees work alongside bright, passionate, and caring people striving to create the next generation of communication technologies.

Do I need specific certifications for this position?

While a bachelor’s degree or equivalent is preferred, specific certifications are not mentioned as mandatory, although relevant experience and technical aptitude are critical.

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CommScope

Telecommunications
Industry
10,001+
Employees
1976
Founded Year

Mission & Purpose

CommScope (NASDAQ: COMM) is pushing the boundaries of technology to create the world’s most advanced wired and wireless networks. Our global team of employees, innovators and technologists empower customers to anticipate what’s next and invent what’s possible.