Territory Sales Manager - SMB

2 дн. назад

СШАRemote

pipeline managementbusiness case developmentsales discovery

Sales role managing small and medium-sized business territory in the US, focusing on selling products and services.

The Territory Manager is a new business sales role covering small and medium-sized businesses across corporate verticals in an assigned region of the United States. You will own a multi-state territory and sell the full range of products and services, including mass notification, risk intelligence and travel risk management. This is a full-cycle selling role. Y ou will build your own pipeline, run discovery, shape the business case with executive buyers and close. Many of the organizations you call on will not yet have a defined problem or budget, so the job is as much about creating a vision as it is about responding to demand. The role sits on the East New Business team and reports to the Director of New Business Sales.

Own new business sales for small and medium-sized businesses across your assigned states.
Build and manage your own pipeline through prospecting, inbound follow-up and partner referrals.
Run the full sales cycle from first conversation to close, managing each phase with MEDDIC rather than handing deals off to other resources.
Lead discovery-driven conversations that uncover risk and operational gaps the buyer may not have named yet.
Evangelize where the category is new to the buyer, creating a vision and a reason to act when no budget or decision process exists.
Engage C-level and senior, non-technical buyers as a peer, framing the conversation in business terms such as ROI and risk.
Work with channel partners to gain access to accounts and extend your reach in the territory
Bring in cross-functional resources at the right points in a deal and lead them toward the close.
Keep an accurate pipeline and forecast.

B2B SaaS sales experience. The SaaS sales motion differs from traditional enterprise software, and we are looking for people who have sold it.
Domain experience in risk, analytics, security or threat intelligence, at companies such as Recorded Future or Dataminr.
A successful career track record: consistent, proven performance.
Ownership of the sales process. A proven record of understanding and managing each phase of the cycle using MEDDIC, rather than serving in an overlay or connector role.
Experience working with C-level executives, maintaining those relationships, and ability to speak in business terms (ROI, risk) to non-technical buyers.
Prior work with partners such as Optiv, GuidePoint, SHI, JCI, Riskonnect, Mitel or T-Mobile, and a network you can draw on to gain access.