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Territory Account Manager

Arbeitsort: Toronto
Arbeitszeit: Vollzeit
Vertragsdauer: Unbefristet

Résumé du poste / Summary

JOB PURPOSE: Maintains and expands relationships with End Users and Partners. Working with the ESET team, the TAM is responsible for owning the territory strategy to ensure success. Develops new business opportunities by locating, defining, negotiating and closing business.

Description du poste / Job description

GOALS and OBJECTIVES:
Working directly with End Users as well as Channel Partners, The Territory Account Manager reports to the Director of Regional Partner Sales to drive new SMB customer sales, as well as cross-sell into existing SMB customers.

DUTIES and RESPONSIBILITIES:
• Prospect for new SMB accounts
• Proactively seek out additional revenue opportunities (cross selling) with existing SMB accounts
• Comfortable with working with Large Account Resellers and System Integrators, to generate new pipeline and opportunities
• Identifying strategic partner recruit targets
• Work in a fast-paced, flexible, and passionate sales environment under minimal supervision
• Provide detailed knowledge of ESET’s product portfolio
• Travel, perform presentations, and work with customers and business development partner teams.
• Proactively maintain positive business relationships with opposite members from our partner’s organizations
• Ability to coordinate sales activities across multi-functional groups (Inside and Field Channel teams, Field Sales Engineering teams, etc.)
• Competence and knowledge of RFP/RFQ processes.
• Appointment setting, managing pipeline, comfort with CRM system. (Salesforce.com a plus)
• Conduct Quarterly Partner (where appropriate) and Internal Territory performance QBR’s
• Ability to exercise discretion and judgment regarding the relative costs and benefits of potential actions

KEY TECHNICAL SKILLS, KNOWLEDGE and QUALIFICATIONS:
• 5+ years of working experience in sales and account management
• knowledge understanding of the software security industry
• Detail oriented and self-reliant
• Intermediate mathematical skills: Ability to calculate discounts, interest, commissions, proportions, percentages
• High level of Personal Computer proficiency
• High level of inter-personal relationship and excellent written and verbal communication skills
• 5+ years’ experience and/or understanding of working within a Canadian Channel sales organization.

Other Skills
• Networking, Persuasion, Prospecting, Public Speaking, Research, Writing, Closing Skills, Motivation for Sales, Sales Planning, Identification of Customer Needs and Challenges, Market Knowledge, Professionalism, Customer Relationship Management, Multi-Tasking, Problem Resolution, Time Management, Account Management

Qualifications
• University undergraduate degree in Engineering, Business, Finance or Computer Sciences, or equivalent experience.

JOB FIT:
• Must be able to accommodate for calls/meetings with different time zones
• Be available for travel as needed to new and existing customers.

ESET is a performance driven organization and our total rewards approach to compensation is designed to support this. We consider many factors in determining base compensation, including position scope, job related knowledge, education, skills, experience, and work location. The total compensation range for this position is $150-$175K inclusive of a base salary of $105K-$119K plus variable compensation. Additional benefits, such as health & wellness, performance bonuses, product discounts, holidays, paid time off, etc. may also be offered in accordance with our plans.

Avantages du poste / Benefits

Santé et bien-être