Role Summary
The Junior Territory Account Executive is responsible for generating profitable revenue from sales to customers within the public sector area in Germany, by selling with and through channel partners, primarily over the phone.
What You Will Do:
1. Achieve bookings quota for all assigned accounts between 101 to 1000 IT users in a defined sector.
2. Support channel sales activities in assigned territory (level of involvement may vary based on partner type)
3. Work with partners to drive renewals within the defined sector. Ensure successful customer retention for both number of accounts and revenue
4. Prioritize and support partner-generated opportunities
5. Manage all opportunities in the assigned sector to increase deal size and accelerate the buying process
6. Engage end customer, as necessary, to drive up deal value and close rates
7. Log all activity to maintain accuracy of CRM/PRM and forecasting systems
8. Maintain a detailed understanding of customer’s business (pain points, priorities, business drivers, etc.) to appropriately align specific solutions to customer’s needs
9. Work with partners to consistently articulate Sophos’ value proposition to customer to maintain and expand Sophos’ business within assigned customer accounts
10. Quoting of all non-NFR related inquiries of partners in assigned territory
11. Responsible for forecasting weekly/monthly/quarterly business
12. Occasionally attending partner sites to generate new business opportunities
13. Substitution of colleagues within the sales team during holidays, illness, and transition time
What You Will Bring:
14. First working experience in sales environment
15. Experience in selling IT solutions
16. Proven track record of achieving and exceeding territory sales quotas
17. Ideally experience in dealing with Public Sector customers
18. Familiarity with CRM/PRM and forecasting systems
19. Knowledge of territory characteristics and business environment
20. Knowledge of software channel ecosystems
21. Strong Negotiation skills
22. Strong Presentation skills
23. Strong Communication and Interpersonal skills
24. Excellent telephone selling skills
25. Ability to thrive in a team selling environment
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