Senior Sales Territory Manager

3 weeks ago

New York, New York, United States Copeland Full time

Job Summary:

The Senior Sales Territory Manager will be responsible for driving revenue growth and customer success in a geographic territory spanning multiple industries and account types. This role requires planning and execution with NI resources, distribution, and Solution & Integration partners for scale & reach, and ability to go deep on certain key accounts.

Key Responsibilities:

  • Develop and drive a Regional Growth Plan in partnership with key customers.
  • Marshal resources and enable effective collaboration across supporting functions like Applications Engineering, Sales and Business Unit Managers, channel & partner managers.
  • Establish access and maintain active relationships with key decision makers in various industries, partners, and customers to drive all pertinent issues related to sales strategy and goal attainment.
  • Cultivate new non-direct opportunities by connecting with the Small & Medium Solution & Integration partner in the territory.
  • Identify, develop, and implement territory strategy to close new business opportunities and expand revenue with customers across the assigned region.
  • Target and gain access to decision makers in key prospect accounts across the assigned territory.
  • Collaborate with operative peers across functions to build visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level.
  • Work in coordination with Integration and Distribution partners to leverage established account presence and relationships.
  • Bring together, maintain, and disseminate accurate and relevant prospect information using CRM systems.
  • Identify and propose new partnerships to grow NI market share and deliver value to customers based on regional needs.
  • Work with the channel team to develop and integrate.
  • Understand local market trends to detect potential system and solution applications.
  • Connect with academic communities to improve sales and product adoption.

Customer Relationship Management:

  • Cultivate and maintain positive relationships with key decision-makers and customers within assigned accounts at both the technical engineering and leadership levels.
  • Understand customers technical and business needs, challenges, and goals to provide NI solutions and ensure customer success.
  • Implementing customer success planning from initial engagement through end of customer lifecycle.
  • Cultivate relationships with reseller/distributors in region to support territory objectives in partnership with NI channel manager.

Territory Execution and Retention:

  • Travel within the region to regularly be in front of customers, partners, and key collaborators to present NI technology.
  • Build and leverage relationships with Integration and Distribution partners to use in identifying accurate route to market planning to ensure positive customer experiences with the NI Ecosystem.
  • Develop and implement territory plans to achieve and exceed revenue targets.
  • Proactively address any issues or concerns to ensure customer retention and dedication.
  • Actively prospect into established and new accounts within assigned territory to expand NI Serviceable Addressable Market.
  • Establish and cultivate the local LabVIEW community and user group meetings.
  • Understand and leverage government funding opportunities to support business growth.
  • Collaborate with internal teams to develop and implement strategic territory plans.
  • Stay informed about industry trends, competitive landscape, and customer needs to identify new business opportunities.
  • Leverage market insights as inputs into the Territory Growth Plan.
  • Develop and own the territory event and marketing plan in collaboration with field marketing and other Sales personnel.
  • Interact with other sales engineering peers to ensure the success of the territory as appropriate.
  • Provide accurate and timely sales forecasts, reports, and updates to senior management.
  • Apply CRM systems daily to maintain detailed territory records and supervise sales activities.

Our Offer to You:

We recognize the importance of employee wellbeing and know that to do your best you must have flexible, competitive benefits plans to meet you and your family's physical, mental, financial, and social needs. We provide a variety of medical insurance plans, with dental and vision coverage, Employee Assistance Program, (k), tuition reimbursement, employee resource groups, recognition, and much more. Our culture prioritizes work-life balance and offers flexible time off plans, including paid parental leave (maternal and paternal), vacation and holiday leave.

At Copeland, we are committed to fostering a culture where every employee is valued and respected for their unique experiences and perspectives. We believe a diverse and inclusive work environment contributes to the rich exchange of ideas and diversity of thoughts, that inspires innovation and brings the best solutions to our customers.

This philosophy is fundamental to living our company's values and our responsibility to leave the world in a better place. Learn more about our and about.

Our training programs and initiatives focus on end-to-end development, from onboarding through senior leadership. We provide a wide range of development opportunities, including face-to-face and virtual training, mentorship and coaching, project management, and on-the-job training.

Our compensation philosophy is simple: we pay a competitive base salary, within the local market in which we operate, and reward performance during our annual merit review process. The salary range for this role is $, - $, annually, commensurate with the skills, talent, capabilities, and experience each candidate brings to a role.

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