JOB SUMMARY

The Territory Sales Manager is responsible for driving revenue growth and account development across a defined regional territory. This role includes direct engagement with clients, building long-term relationships, and supporting multi-year contracts and renewals. The individual will collaborate closely with internal teams to deliver tailored technology solutions to customers while ensuring high levels of satisfaction and profitability.

MINIMUM EDUCATION & EXPERIENCE REQUIREMENTS

• Associate degree required; Bachelor’s degree preferred.
• Minimum of 5 years’ experience in regional IT sales or channel development.
• 2–3 years of outside sales experience.
• Experience working within a two-tier distribution model is preferred.
• Familiarity with selling IT solutions (networking, security, data center, client hardware, and software).

SPECIAL REQUIREMENTS

• Must be able to travel up to 75% of the time across the assigned region, including air and ground transportation.
• Availability for occasional weekend travel related to trade shows and industry events.

KNOWLEDGE, SKILLS, AND ABILITIES

• Proven ability to manage and grow a sales territory.
• Strong understanding of IT hardware, software, and solutions.
• Familiarity with key industry vendors (e.g., Cisco, Microsoft, Lenovo, HP).
• Excellent communication and presentation skills, both verbal and written.
• Strong organizational and time management skills.
• Proficient in Microsoft Outlook, Word, Excel, and PowerPoint.
• Experience with CRM tools for opportunity tracking and forecasting.

• Drive sales and account growth within a defined region through both in-person and virtual meetings.
• Maintain a 12-week rolling travel calendar with regular in-field visits (minimum of 15 per month) and virtual meetings (minimum of 25 per month).
• Deliver multi-year contracts that focus on both organic growth and market share targets.
• Coordinate with finance, pricing, and vendor teams to increase gross margin and build profitable product portfolios.
• Develop and execute annual account plans and provide quarterly sales updates.
• Partner with Inside Sales and Vendor teams to generate leads and drive customer engagement.
• Maintain all customer and vendor activity in CRM platforms; track opportunities and forecasts accordingly.
• Train on and sell new technologies/solutions, completing required trainings and participating in vendor events.
• Engage with key stakeholders including C-level executives, marketing teams, engineers, and vendor representatives.
• Support recruitment of new accounts and expand existing customer relationships.
• Represent the company at trade shows, partner events, and vendor-led initiatives.