Territory Account Manager - South West

Fast Lane Consulting and Education Services, Inc. is a leading Global IT Training Company with its North America headquarters located in Morrisville, North Carolina. Fast Lane offers a broad array of hands-on vendor-authorized IT training classes including Cisco Systems, NetApp, Ironport, IBM, Ubuntu, and VMware, as well as vendor neutral courses developed in house.

SUMMARY – Fast Lane is looking for a qualified Territory Account Manager for the Southwest United States, located in southern California. Primary responsibility will include driving IT training market share for Fast Lane training throughout the territory. The Territory Account Manager will be responsible for developing a sales plan for the territory with a clear focus on establishing relationships with large accounts. This will include prospecting, working with vendor partners and channel to identify opportunities, developing specific account plans, negotiating and closing deals, and post-sales follow-up. This position requires a seasoned salesperson with a strong history of successful consultative selling. Frequent travel throughout the territory will be required. This position is well compensated with a competitive base salary and achievement-based commission income.

SPECIFIC RESPONSIBILITIES INCLUDE:

  • Achieve revenue objectives
  • Develop territory sales plan
  • Identify key target customers and develop account plans
  • Identify customer needs and interests and effectively communicate benefits and opportunities of partnering with Fast Lane
  • Coordinate product presentations, demonstrations, and proposals
  • Respond to RFQs
  • Work with Inside Sales Manager to ensure complete territory coverage
  • Communicate with internal Fast Lane departments including operations, product management and marketing to coordinate successful execution of sales plan
  • Establish relationship with vendor partners and associated channel to help identify and support key customers
  • Regularly meet with customers to deliver presentations and develop deep relationships across their IT, training and management teams
  • Effectively utilize Fast Lane’s CRM (Salesforce.com) to track pipeline and develop rich customer database
  • In conjunction with Marketing team, develop effective marketing plan for the territory
  • 25-50% travel

EDUCATION/EXPERIENCE

  • Bachelor’s degree in Business or a related discipline or equivalent experience
  • 5 + years of territory account management experience in the assigned territory

THE SUCCESSFUL CANDIDATE WILL HAVE THE FOLLOWING CHARACTERISTICS:

  • 5+ years successful track record of consultative selling to enterprise customers
  • 5+ years selling professional solutions and services
  • Technical knowledge of IT products including Cisco, NetApp, VMware, etc.
  • Experience selling IT training (preferred)
  • The ability to develop long term relationships and win-win situations
  • Keen focus on achieving revenue objectives
  • The ability to develop, articulate, and present a business case
  • An independent, self-motivated worker requiring little supervision
  • Excellent communication and writing skills, attention to detail and a positive attitude
  • The ability to handle multiple clients simultaneously in a fast-paced environment

TO APPLY

Please email your resume and cover letter, with the subject line "Territory Account Manager, South West," to hr@fastlaneus.com.