Territory Account Manager - Midwest - NA

Your tasks

The Territory Account Manager / Account Director has the overall responsibility for identifying, qualifying, managing, and closing sales opportunities of assigned Utimaco encryption technology products, solutions and services in his / her assigned geographical territory and with named existing and prospective accounts, both directly and through Utimaco’s channel partners.  The Central / Midwest Territory Account Manager will reside in a major city in this sub-region: Minneapolis, Milwaukee, Chicago, Cincinnati, Indianapolis, Columbus, Cleveland, Detroit.   

Your profile

• Manage entire sales cycle from account identification, qualification, development and closing within assigned territory.
• Achieve assigned revenue sales targets within assigned territory.
• Perform all sales activities within Utimaco policies and guidelines.
• Build and maintain a sales pipeline of opportunities sufficient in size to achieve assigned revenue sales targets within assigned territory.
• Constantly recruit and nurture network of contacts in target markets to help build database of potential end customers.
• Combine use of social media, attendance to events, phone and email communication to identify target companies and individuals, generate and qualify new sales leads.
• Work collaboratively with channel and delivery partners such as resellers, distributors and system integrators to ensure partner development, market penetration and proactively avoid conflicts.
• Lead commercial and contractual negotiations, signing of agreements and other paperwork required to establish new customer and partner relationships. Coordinate availability and participation of resources across legal, finance and other functional departments as well as management team as needed.
• Collaborate and cooperate with team members across Utimaco to leverage their expertise for help in closing new revenue opportunities.
• Provide support to Utimaco colleagues involved in delivery and support of opportunities you sell.
• Represent Utimaco at Conferences, Trade Shows, with the Analyst community and Journalists. On occasion, give public presentations and deliver webinars.
• Work jointly with marketing leadership and management to help define future direction and develop Go-To Market strategies to attack new target markets and accounts within assigned territory.
• Provide input to marketing and product teams on needed product features, market trends, events as well as participation to industry associations and standardization bodies that may help increase revenue.
• Work closely with technical services, product and engineering teams internally and at customer to promptly document and escalate technical issues and coordinate their resolution in order to achieve customer success.
• Demonstrate problem solving and conflict resolution skills. Strive to reduce complexity and remove obstacles by applying creative thinking, identifying and implementing innovative solutions.
• Execute job duties with consistently high level of efficiency and productivity and get things done in a timely fashion. Lead by example, demonstrate qualities of versatility, creativity and maintain a positive attitude.
• Adopt tools and implement company processes to provide weekly sales activity report, weekly sales forecast report, quarterly business reviews, yearly sales projections and other documents and data requested by management. Create and maintain sales customer records, opportunities, and quotes in Salesforce on an ongoing basis.

Other Requirements:

• The position is based at the employee’s home address. Home office setup required
• 10 years experience selling encryption technology / annual quota attainment >$3Million
• The position reports to the Vice President of Sales – North America
• Full, clean driving license. U.S. Citizenship or Permanent Resident status valid for a minimum of 5 years
• Circumstances permitting, travels throughout North America will represent > 50% of time. Occasional trips to Europe/Germany.  Majority of travel in assigned territory.

We offer

• 99% Employer paid premium for Medical, Dental and Vision benefits
• 401k Match
• FSA and Dependent Care
• Short-Term Disability, Long-Term Disability, Life Insurance and AD&D
• Employee Assistance Program
• Generous PTO and Holiday Policy
• An open and friendly corporate culture characterized by constructive and collaborative interaction
• A flexible working hours model that can be adapted to individual needs
• Professional and personal development through targeted training opportunities

Our Core Values:

• Deliver Secure and reliable cybersecurity solutions
• Acquire Excellence through customer focus
• Innovate with passion
• Collaborate and be professional
• Be open and honest