Territory Account Manager - field based
ARRIS International, plc.


The Territory AccountManager (TAM) is accountable for direct sales engagement from the start of thesales cycle, with the end customer, to drive demand and create preference forRuckus Wireless.

Responsible for pipeline development and revenue from a set oftarget accounts in a defined geographic territory. The typical target account list will consistof 50 medium-

large enterprise accounts across several target industry verticals(K-12, Higher Ed, Public Sector, Retail, MDU and Service Provider).

The TAM role is one of two main fieldsales roles along with the Partner Account Manager, or PAM. The TAM and the PAMwork alongside one another to engage, enable and develop strong Channel andService Provider partnerships with a view to building pipeline and closing businessin the target verticals together with these partners.

The TAM also works with a dedicated Field SystemsEngineer whose role is to act as the technical lead for the target accounts.

Applicants should have experience inselling networking solutions to medium-large Enterprises in an indirect partnersales model.

The successful candidatewill have a proven track record of sales achievement, territory and accountplanning within the networking or an adjacent industry, and demonstrate in-

depthsales experience within a channel sales environment.

TAM Job Expectations :

  • Meetassigned quarterly and annual quotas
  • Accuratelyforecast revenue for the current quarter within a 95-110% forecast accuracyrange
  • Directly engage inaccounts with revenue opportunities of $100K or more within a 12 month timeframe
  • Build qualified andcloseable pipeline of 3-4 times the EAM quota in any given quarter
  • Build trusted andmeaningful relationships and manage overall customer relationship for namedaccounts covering all levels including key technical and business influencers,C-
  • level executives, procurement and legal

    Functional Responsibilities :

  • Manage allaspects of the sales cycle.
  • Develop andmaintain account plans designed to win new opportunities as well as grow withinexisting accounts.
  • Engage otherfunctions within the company to assist in developing relationships and winningbusiness in target accounts.
  • Build andmaintain strong relationships with partner organizations.
  • Learn andmaintain an in-depth knowledge of the complete Ruckus Wireless productportfolio
  • Build a detailedunderstanding the customer’s pain points, challenges and business objectivesand effectively map Ruckus products and services to these.
  • Key competencies :

  • Strategic accountselling
  • Negotiation skills
  • Excellentpresentation skills
  • Strong written andverbal communication skills
  • Good understanding ofbroader market and industry dynamics and trends
  • Proven ability to leveragepeople and resources from across the company to develop customer relationshipsand win deals.
  • Qualifications

  • 10+ years of solutionselling experience within a networking hardware and / or related high technology company
  • Strong written / verbalcommunication and listening skills.
  • Ability to workeffectively and add value as a team member.
  • Proven track recordin growing revenue and quota achievement
  • Excellent knowledgeof complementary technologies wireless networking, competitors and marketlandscape.
  • Bachelor's degree inbusiness, marketing, technology or a related field preferred.
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