The Purpose: Reporting to the Director of Sales, the Territory Manager is an experienced business leader responsible for guiding decision-makers in sales opportunities through discovering, considering, and selecting F12’s services. Sales opportunities include winning new accounts and selling materially different services to existing accounts. 

The Territory Manager converts sales opportunities to Workshops or Assessments and then directs those efforts, in conjunction with Solutions Leads and Security Analysts, to their successful conclusion - a new F12 contract customer or an increase in existing monthly recurring revenue (MRR) for an existing customer. The Territory Manager uses their business acumen, client centric and consultative approach to build trust, relevance and value with their customers. The Territory Manager builds compelling value propositions that equip visionary leaders and their teams to advance their organizations.

The Territory Manager is a trusted advisor who seeks to understand a customer’s vision & mission and uses that understanding to design an optimized solution that empowers and transforms their business.  The Territory Manager must articulate both the “WHY” & the “WHAT” to align Innovation with Business Strategy.

Responsibilities:  

Growth Generation

• Build a business strategy and territory plan for the client market they manage, including how they will hit and exceed quota and growth metrics.
• Conduct meetings with prospects and existing clients to move forward to a paid engagement.
• Lead solutions workshops and prospect meetings with a high level of business acumen
• Identify and highlight key business drivers or critical risks which F12’s solutions address.
• Connect with business leaders on the opportunities and challenges confronting their organization.
• Inspire action through storytelling, personal experience, and conviction.
• Create and deliver attractive and compelling sales proposals

Technical Enhancement and Training

• Cross-functional collaboration with the Director of Sales, CRO, and other executive team members and peers with a view to enhancing sales initiatives.
• Improve the sales process and opportunity measurement by involving CRO at critical points.
• Ensure opportunities align with our desire for quality clients that value partnership.
• Support the VP of Strategic Partnerships in utilizing a rich partner network of technology and solutions providers complementary to F12.

Requirements:

• First-hand business leadership experience including P&L accountability (e.g. Sales Manager, Departmental Leader, General Management)
• Proven success using dynamic, engaging communication to edify and influence intelligent and accomplished stakeholders.
• Strong familiarity with the business IT community
• Superb oral and written communication, with seasoned presentation skills in front of business audiences
• Financial acumen regarding budgets, forecasting, and cost controls
• Sound knowledge of technical platforms, business models, tech subject matters, and industry trends
• Bachelor’s Degree or higher, or direct business experience
  

Competencies:

• Industry Knowledge
• Influencing through Communication
• Problem solving
• Detail Orientation
• Ability to multi-task
• Organization