Territory Manager

Job Title: Territory Manager

Job Category: Small & Medium Business Sales

Product: (Not Product Specific)

Date Posted: 06/27/2008

Job Code: 235671

Location: TX - Las Colinas

Travel Required:

NOTE: This is an Umbrella requisition to acquire qualified Inside Territory Manager candidates for Microsoftâ??s ITM community in Las Colinas, TX. By applying to this requisition, you may be considered for multiple ITM positions all based in TX.

The ITM is a senior sales person with excellent organizational, communication and selling skills. The successful candidate will have 10+ years of solution selling experience within the hi-tech industry. This person will be responsible for identifying, managing and leading the top Mid Market annuity customer opportunities. In addition, this person will proactively engage customers with partners to drive identified new opportunities.

Responsible for revenue growth, product adoption, renewal/true up rates for all territory EA and Select L+SA customerâ??s. Key activities include:
â?¢ Achieve SMS&P renewal rate, true-up, and revenue goals
â?¢ Review and evangelize Microsoft roadmap to customers
â?¢ Introduce and engage Microsoft Partners to customer base
â?¢ Provide monthly, quarterly, and annual revenue forecasts
â?¢ Effectively manage pipeline to meet forecast & revenue requirements
â?¢ Manage customer incentive (proof of concept funds, licensing Incentives, closing funds, etc.)
â?¢ Increase Premier Support penetration
â?¢ Introduce IO Modelâ??s to customer base
â?¢ Ensure product deployment
â?¢ Increase CPE scores with managed customers
â?¢ Provide and manage customer relationship with Microsoft

The ITM is intended to provide a Microsoft relationship with key annuity customers while growing revenue, adoption and implementation. The ITM will engage internal field resources such as SSP, TS, and LS as appropriate to ensure customer needs are met.

The successful candidate must demonstrate a commitment to achieving overall growth targets and product positioning for Microsoft Solutions. Candidates with the ability to succeed in this role will display the following attributes: Excellent organizational, communication, negotiation and problem solving skills; understanding of Microsoft's strategic direction; ability to deliver effective presentations for the Microsoft product family; ability to engage with a wide range of audiences from end user to senior management.

A BS/BA degree; 10+ years solution selling experience within the hi-tech industry; experience with business application and server sales; experience selling infrastructure and server solutions into Small and Medium Business market segments.

Experience selling infrastructure and server solutions into the SMB market segments a plus. Knowledge of Microsoft licensing for commercial customers a plus.