Territory Manager

Territory Manager

The Territory Manager is an integral part of the North American Enterprise sales team, supporting their Enterprise field counterparts to attain revenue goals. This individual will be responsible for the entire sales process, from prospecting to close. Developing and cultivating positive, mutually beneficial relationships with Resellers, Distributors, Technology Partners, and your field sales team to achieve or exceed sales quotas is key to success in this role.

This position lays the foundation for a successful high-tech sales career or is a great next step for those currently in an SDR or inside sales role. There is a path for career growth within IGEL for the right candidate willing to learn and work toward that goal.

Your first 3-6 months (and beyond)

• Learn the IGEL products and messaging
• Learn the tools necessary to be successful: Dynamics CRM, Zoom, Outreach, ZoomInfo, LinkedIn, TechTarget, product demos, etc.
• Build meaningful relationships with your sales, channel, & sales engineering counterparts
• Leverage any opportunity you can to learn the market and the business
• Consistently meet goals for pipeline generation, closed-won business, and channel partner engagement

• Continue to build on your core skills and product/industry knowledge
• Know what it takes to meet or exceed your goals and maintain momentum to do so
• Begin to expand your understanding of technology sales duties and responsibilities
• Work with mentors to set goals for yourself to gain consideration for promotion to sales, marketing, channel, or sales ops roles

• Drive new business through inbound lead follow-up and account-based outbound efforts
• Apply an understanding of IGEL software, sales methodology, processes, and prospecting techniques, and customer base to sell to end-users
• Achieve sales targets and demonstrate progress towards achieving account strategies with field counterparts
• Close deals and collaborate with your territory to hit monthly quotas
• Establish relationships with field sales counterparts, systems engineers, advanced services, and renewals specialists to maximize the full potential of every opportunity
• Build and maintain relationships with partners and resellers to identify and close new business
• Establish relationships with key channel partners and our IGEL Ready partners to create pipeline and collaborate on existing opportunities
• Maintain active engagement with potential customers through creative follow-up to increase interest
• Deliver product presentations and demos to customers focusing on selling and positioning IGEL software
• Provide accurate forecasting
• Input accurate and timely forecasts as well as opportunity updates in the IGEL CRM system for management visibility into the territory pipeline
• Achieve the minimum hours of daily phone time and verifiable outbound phone connections per day, to be specified in the MBOs of the position
• Perform other duties as assigned such as quoting, assisting with reporting for quarterly business reviews, etc.

• Bachelor's Degree from an accredited university or equivalent work experience
• Two to three years of successful B2B sales experience or a similar environment

• Flexibility, integrity, and creative problem-solving skills
• Be a team player who builds good working relationships across all levels
• Possesses superb detail-oriented and organizational skills
• Has a positive and strong work ethic
• High-energy, passionate, self-starter with a strong desire to ultimately move into enterprise sales
• Ability to work independently under minimal supervision

• Previous technology sales experience
• Understanding of VDI, DaaS, & thin client market
• Previous experience working in a reseller & distributor selling model

• Health, dental, vision, and prescription benefits (employee premiums covered by IGEL)
  11 company-paid holidays per year
• 15-20 days of PTO per year (Starting Jan 1st 2025, 18 days in year 1, 20 days starting in year 2 and 22 days after 5 years of service)
• Sick time of 10 days per year, with rollover of unused days
• 401(k) plan with 100% company match, up to $5,000 per year
• Paid maternity and paternity leave
• Monthly home office allowance
• Remote working opportunities and flexible working times, so you can combine your demanding work with your personal goals
• Employee Assistance Program (EAP) and Financial Wellness tool
• Company-paid life insurance policy, long-term disability (LTD), and short-term disability (STD) coverage
• Wellbeing apps, including Rightway, Headspace and Wellhub
• Training and development opportunities to advance your career
• President's Club for the highest performing salespeople and overachievers
• An amazing culture powered by a workplace run on trust, empowerment, and feedback with a positive, inspiring working atmosphere
• A highly motivated team that is already looking forward to your support in developing strategies and achieving common goals, together with you!