Monday, October 13, 2014

Territory Account Manager

Territory Account Manager


ADARA Networks - Dallas

Looking for a HIGHLY motivated, exceptionally good, communicative
professional who is a team player, has experience in a fast paced
environment, and expertise selling IP networking solutions to enterprise

The successful candidate will have extensive experience prospecting and
positioning technical solutions to enterprise accounts across multiple
verticals. The successful candidate MUST be a highly motivated self-starter
responsible for achieving assigned sales quotas and goals and for the
overall sales strategies and results of a major geographic/continental
area, region, or country. All sales are made through channel partners.
Partner with Channel Partner Account Executives on lead generation, account
planning and new account development and/or expanding existing accounts.
Must effectively sell Adara's products and services using technical,
organizational and customer knowledge to influence customers and assist
them in applying the products/services to their needs resulting in revenue
generation. This is typically an individual contributor role. This is a
quota carrying role.

Primary Responsibilities: The successful candidate MUST understand how to
work collaboratively and seamlessly in a TEAM focused environment.
Develop relationships and leverage channel. Including account planning and
lead generation with channel partners; building relationships and
developing opportunities with channel partners by effectively communicating
and demonstrating Adara solutions. This also involves training channel
partners on the Adara story and how to develop and deliver sales
presentations and close sales in a professional and effective manner.
Maintain up-to-date knowledge of industry trends, technical developments
and government regulations that effect target markets
Understand organization's business needs, develop application of products
and services and effectively communicate Adara's technical value added
solutions to meet those needs. Including: researching and developing lists
of potential customers; identifying and qualifying business opportunities,
making regular sales calls to develop relationships and following-up on
sales leads
Prepare formal proposals and present to all levels of the organization
including executive level
Lead negotiations, coordinate complex decision making process, overcome
obstacles to closure and close sales in a professional and effective manner
Assume a leadership role in coordinating territory strategy and tactics
Assume full responsibility for accurate sales forecasting by demonstrating
in-depth knowledge of sales cycles from initial contact through the
procurement process
Create and update annual account plans, determine market strategies and
goals for each product and service
Responsible for territory planning through research, development and
maintenance of long and short range sales and marketing plans
Develop and maintain detailed account profiles for large accounts in
Provide regular updates to manager concerning account issues, financial
status, etc.
Meet or exceed sales quotas and revenue goals
Develop and maintain communications in a cooperative and professional
manner with all levels of staff and customers
Champions significant projects, programs and business initiatives using
demonstrated creativity and initiative Influence at senior levels within
account e.g. Senior Executive/Board/Chair
Perform other related duties as assigned
Relevant Experience: The exceptional candidate will have worked in a sales
capacity in --
A major IP networking company: Cisco, Juniper, Extreme, Adara, Foundry, and
to a lesser extent, a telecommunications vendor: Nortel, Lucent, Alcatel, a
server vendor: Sun, IBM, HP, or a service provider, Exodus, Digital
Island , IBM GS, Digex, etc.
At least one startup with successful network deployments, preferred.
Typically 5+ years of direct work experience in a relevant environment
Bachelors degree preferred
Requires specialized knowledge in networking products, preferably knowledge
of Software Defined Networking
Experience with Internet related software or systems
Excellent negotiation and closing skills
Excellent solution selling and presentation abilities
Excellent client interfacing and customer-focused approach
Ability to provide and work from a home office located within the territory
Up to 60% travel Required

ADARA Networks