Territory Manager for IPS Software Solutions

1 week ago

Chandler, Arizona, United States Insight Enterprises Full time

Requisition Number: 97968

Insight Enterprises stands as a prominent Fortune 500 Solutions Integrator, dedicated to aiding organizations in accelerating their transformation by harnessing the synergy of people and technology. With a robust 35-year legacy in hardware and software supply chain management, we excel in cloud computing, data analytics, artificial intelligence, cybersecurity, and intelligent edge solutions, guiding organizations through intricate digital choices to attain remarkable outcomes.

Position Overview

The IPS Software Solutions Territory Manager is responsible for driving incremental sales and delivering exceptional service to clients and field sales representatives within their designated territory. This role involves managing all facets of client relationships to ensure satisfaction and growth. The Public Sector Software Solutions Representative collects and enhances account information to leverage sales opportunities, generate additional revenue, and strengthen business relationships. The IPS Software Solutions Territory Manager serves as a key resource for the team on all software licensing, departmental processes, and company protocols.

Key Responsibilities

  • Provide comprehensive account service by processing orders and quotes, addressing inquiries related to products, pricing, availability, credit, and volume licensing via phone or email.
  • Foster a strong partnership with field sales counterparts to develop assigned accounts and proactively engage clients within the team selling framework.
  • Ensure overall client satisfaction by monitoring all activities for designated accounts, including phone reports and sales order queues.
  • Research and propose functional software solutions to clients while promoting the sale of additional products.
  • Attend client presentations as necessary.
  • Adhere to individual, team, and departmental quotas and service level agreements.
  • Serve as the subject matter expert on client-specific licensing agreements.
  • Collaborate with clients proactively to activate Software Assurance (SA) benefits, renewal notifications, and pricing.
  • Train Customer Service Representatives and Public Sector Software Solutions Representatives on client requirements and product information, acting as an escalation point for issues.
  • Coordinate with other departments to resolve client issues as needed.
  • Maintain expertise in Microsoft licensing quoting and programs.
  • Develop and nurture a strong working relationship with internal operations teams and business partner managers.
  • Regularly interact with appropriate vendor partners for accounts and maintain strong relationships, participating in vendor days to pursue additional market share with existing and new clients.
  • Provide updates on pipeline opportunities to management.
  • Assist clients with the web tool setup process; train and support Public Sector Software Solutions Representatives and relay client needs to the eServices Department.
  • Maintain and update client information in the Customer Account Profile as necessary.
  • Familiarize with and adhere to company guidelines regarding discount pricing, billing, and other related matters.
  • Offer feedback on team and individual productivity to Inside Software Sales management, contributing to skills assessment ideas and actively seeking opportunities for departmental improvement.
  • Participate in company, vendor, and publisher training sessions and webinars as required.
  • Regular and predictable attendance is essential, as is the availability to stay late when necessary for month or quarter-end sales activities.
  • Additional responsibilities as assigned.
  • Collaborate with Insight Public Sector cross-functional teams such as compliance and contracts to ensure all quotes and orders transact on the correct contract vehicle and adhere to compliance practices.

Qualifications

  • A college education and/or four years of customer service experience is required, along with successful experience as a Public Sector Software Solutions Representative at Insight.
  • Ability to clearly articulate Return on Investment (ROI) to clients and prospects, emphasizing value over price.
  • Knowledge in quoting and ordering is essential.
  • Familiarity with Insight's vision and software asset management strategy is necessary.
  • Experience in effectively handling escalations from teammates and/or clients is required.
  • Proven experience in leading a team is advantageous.
  • Strong communication (verbal and written), organizational, and time management skills are essential.
  • Solid problem-solving and consultative skills are a must.
  • Self-driven, motivated, and results-oriented individuals are preferred.
  • Ability to build relationships and quickly establish trust with clients and internal personnel is crucial.
  • Must be able to thoroughly solve problems and work well under pressure.
  • Ability to adhere to tight service level agreements (SLAs) and effectively multitask is required.
  • Promotion and demonstration of company core values are expected.
  • Ability to work with minimal supervision is necessary.
  • Proficiency in PC use, including Microsoft Office, is required.

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