Job Summary:
Territory Account Managers are responsible for the sale of the company's world-class environmentally protected Innovative Enclosed Solutions and network infrastructure products in a geographical territory along with assigned key strategic customers and prospects that include Tier 2/3 IOC's, Telcos, CSPs, MSO's, Utilities (Coops/Munis), Engineering firms along with channel and distribution partners. Target accounts may also include verticals in EV, edge computing, tower and neutral host providers, and integrators. Successful candidates will have previous sales experience with telecom, broadband, and wireless service providers in the assigned territory is required. This is a remote position that can be performed virtually anywhere within the assigned territory.
Duties/Responsibilities:
Build relationships with key decision-makers. Act as commercial point of contact with major customers.
Develop and deliver sales presentations and close sales in a professional and effective manner.
Research customer needs and develop products applications effectively.
Troubleshoot problems regarding products and assist in the resolution of customer complaints.
Develop and implement marketing strategies and territory plans to maximize sales opportunities by adding new solutions and products.
Participate in and manage local and regional trade show events.
Inform senior leadership, product management, and marketing of new products and other general information about competitive activity, industry trends, and government regulations that impact the company.
Analyze customer business opportunities and threats.
Participate in sales forecasting and planning.
Perform other duties as assigned.
Required Skills/Abilities:
Excellent verbal and written communication skills.
Excellent interpersonal skills.
Excellent analytical and organizational skills.
Proven ability to drive the sales process from start to finish.
Excellent listening, negotiation, and presentation skills.
Proven ability to articulate the distinct aspects of services and products.
Knowledge of how to develop client-focused, differentiated, and achievable solutions.
Understanding of how to position products against competitors.
Ability to travel at least 50%.
Education and Experience:
Bachelor's degree in business administration, Marketing, Engineering, or related field.
At least 4 years of sales experience with telecom, broadband, and wireless service providers in the assigned territory is required.
An equivalent combination of education and experience will be considered in lieu of a degree.
Knowledge and understanding of fiber, wireless networks, and OSP networks is ideal.
Must have a valid driver's license.
Knowledge of Microsoft Office (Word, Excel, and PowerPoint).
Physical Requirements:
The physical demands described are representative of those that an employee must successfully perform. Reasonable accommodation may be made to enable individuals with disabilities to perform essential functions.
Employees must regularly lift and/or move up to 15 pounds.
Work Environment:
The work environment characteristics described are representative of those an employee encounters while performing the essential job functions.
Employees regularly work remotely or at the customers' offices.
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