Territory Account Director - South-Central US APPLY NOW

Texas (preferably in Austin or Dallas)
Sales
Full time

SUMMARY

The South-Central US Territory Account Director's (TAD) responsibilities encompass the development and achievement of revenue goals in their assigned region. The TAD is responsible for building lasting relationships with all channel partners, resellers and value-added resellers (VAR’s) focused on both the education and B2B markets in their assigned territory. The TAD is expected to work closely with the Customer Relationship Managers (CRM) in developing their territory. The TAD collaborates and coordinates with the CRM and other customer support functions within the company to ensure proper account support, identified opportunities, and customer needs are met. TAD’s take direction, sales goals, strategies and collaboratively develop their territory sales plans with the VP of Sales of the company.


ESSENTIAL DUTIES

  • Responsible for targeting Channel Partners/Vars/Reseller accounts and limited end-user accounts, in their specific territory. Develop relationships and manage account activity to ensure goals are achieved.
  • Actively engage in sales calls and training with Channel Partners/Resellers to enhance the promotion of Higher Ground Gear with end-user accounts.
  • Actively engage in sales calls, partner mapping and training with OEM account managers, distributor account reps and other influencers to increase channel partner/reseller account penetration in the region.
  • Conduct training events with Channel Partners/Vars/Resellers to ensure knowledge and grow awareness of Higher Ground Gear’s products, programs and services, by their sales representatives.
  • Work closely with territory sales reps from major laptop and tablet brands to provide solutions to their hardware deployments. Key partners include Apple, HP, Dell, Lenovo, Acer, and other providers of hardware into educational accounts.
  • Complete call reports, weekly pipeline reports of all large opportunities identified above and beyond normal run rate business and manage rolling 12-month forecasts for the region and ensure timely communications with the operations team to ensure forecast demands are integrated into demand forecasting.
  • Develop quarterly marketing plans for top channel partners, resellers and VARs submit to Director of Sales Operations for approval.
  • Consistently provide competitive updates on products, promotions, pricing and services to market research and sales management.
  • Primary attendee and planner for trade shows (both in person and virtual) and other onsite marketing activities in their territory.


ORGANIZATIONAL CONTACTS

Internal: All departments, field sales and sales management.

External: Manage relationships with top Channel Partners/Vars/Resellers in territory to ensure awareness levels are maximized.

Sales Reps from major OEMs involved in selling hardware solutions to all education and B2B markets in the territory.

Work with decision makers in selective k12, Higher Ed district and school administrators to position Higher Ground Gear in bids, contracts and other opportunities as presented. Work with Fortune 5000 decision makers in several B2B vertical markets.


POSITION REQUIREMENTS / QUALIFICATIONS

Education:

Four-year college degree in business or related field or at least 4 years of demonstrated experience in selling and supporting the education and B2B markets.

Experience:

Minimum 3 - 5 years, current experience in the computer industry, including experience with channel partners/resellers selling into K12, Higher Ed and B2B markets. Existing network of contacts at VARS highly desirable.

Individuals must possess a mature demeanor, be ambitious, and a self-starter with the ability to operate effectively with minimal supervision.

Must possess a high level of energy with a demonstrated ability to make a substantial number of calls, handle a high volume of accounts and maintain a continuing rigorous pace.

Excellent time management skills and demonstrated ability to maintain detailed records for expenses and trip reports is required. Versed in Zoho.com for all CRM & sales activities.

Must be able to host and attend virtual meetings on multiple platforms including Google Meet, Zoom, Microsoft Teams, and GoToMeeting.

Location: Position will be based in Texas, preferably in Austin or Dallas.

Must be willing to travel within the assigned region including some weekends.


COMPENSATION:

Compensation for 2021 will be:

Base Salary: Commensurate with experience

Baseline Commission: 3% of the total sales in your assigned territory accounts in the fiscal 2020 year.

Accelerated Commission: In addition to the 3% baseline commission you can also earn an additional accelerated commission rate of 2% of a total of 5% of the total sales for your territory above the quota established each quarter by management.

Health Insurance: Not available for staff out of Michigan (base salary will factor this in)

SEP Participation: available after 2 years with the company

2021 Assigned States in Your Territory Will Be: Texas, Oklahoma, Arkansas, Louisiana, Mississippi, Tennessee and Alabama.

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