WA - Commercial Territory Manager (TAR)
Symantec - NGA - Nigeria, Remote
About this job
Job description
Responsibilities:
Responsible for the day-to-day development of channel partners, either Distributor, Reseller or Partner accounts.
Responsible for achieving and exceeding the incremental sales goals assigned to the account(s) on an annual basis.
Understanding of the Partner’s strategies and goals
Represents the organization to the Partner and the Partner to the organization.
The individual is expected to proactively develop sales forecasts
Responsible for developing annual business plan which has the agreement and sign off by a C Level Executive within the Partner
Create and agree the implementation of marketing plans with Partner with their marketing counterpart
Expected to work with Marketing to evaluate and understand the ROI of any and all programs in which Symantec might participate.
Ensure Partners commit to Symantec in terms of revenue goals, skills and are fully enabled so they can drive an increased level of deals with less touch by Symantec
Cultivates relationships at the appropriate level within the Partner account, and seek opportunities to introduce and develop relationships between Symantec and the Partner
Professional Skills & Knowledge:
Responsible for the day-to-day development of channel partners, either Distributor, Reseller or Partner accounts.
Responsible for achieving and exceeding the incremental sales goals assigned to the account(s) on an annual basis.
Understanding of the Partner’s strategies and goals
Represents the organization to the Partner and the Partner to the organization.
The individual is expected to proactively develop sales forecasts
Responsible for developing annual business plan which has the agreement and sign off by a C Level Executive within the Partner
Create and agree the implementation of marketing plans with Partner with their marketing counterpart
Expected to work with Marketing to evaluate and understand the ROI of any and all programs in which Symantec might participate.
Ensure Partners commit to Symantec in terms of revenue goals, skills and are fully enabled so they can drive an increased level of deals with less touch by Symantec
Cultivates relationships at the appropriate level within the Partner account, and seek opportunities to introduce and develop relationships between Symantec and the Partner
Professional Skills & Knowledge:
Deliver strong achievement against quota
Demonstrates excellent account/relationship management, having developed and cultivated lasting Partner relationships at all levels.
Comprehensive knowledge of the Partner, with the ability to map Partner needs to Symantec solutions
Has in-depth knowledge of and continually builds on Market and Competitor knowledge
Operational Skills & Knowledge:
Builds & progresses Pipeline
Drives new business opportunities in existing end user accounts. Works with Partners to complete ‘white space’. Maintains complete and up to date Partner Account Plans as required, achieving buy-in for plans with the Partner. Develops and maintains Teaming Agreements with Partner
Host on-site events with Partner sales teams to win mindshare for Symantec
Completes Quarter Business Reviews with managed partner quarterly
Drive incremental partner Revenue
Solid understanding of Symantec Products, Support & Services offerings, and continually develops knowledge
Understanding of Symantec Partner policies, programmes and requirements.
Understanding of and compliance with Symantec’s revenue recognition policies
Personal Skills & Knowledge:
Entrepreneurial
Confident and self aware with presence and credibility
Self starter, able to apply initiative and hold self accountable
Able to engage and influence the Partner to preference Symantec
Excellent presentation skills
Excellent verbal and written communication
Excellent time management
Experience:
Proven track record in a Field Sales capacity within high-tech industry.
Previous experience in managing Partner Accounts.
Performance measures:
Quota Attainment
Pipeline Management
Activity levels: Customer facing time 4 out of 5 days on site
Opportunity qualification
Number of Partner employees trained & certified to relevant level
Competencies:
Drive for Results
Influencing & Negotiation
Adaptability to Change
Business Acumen
Collaboration & Teamwork
Problem Solving
Qualifications
Professional Skills & Knowledge:
Deliver strong achievement against quota
Demonstrates excellent account/relationship management, having developed and cultivated lasting Partner relationships at all levels.
Comprehensive knowledge of the Partner, with the ability to map Partner needs to Symantec solutions
Has in-depth knowledge of and continually builds on Market and Competitor knowledge
Operational Skills & Knowledge:
Builds & progresses Pipeline
Drives new business opportunities in existing end user accounts. Works with Partners to complete ‘white space’. Maintains complete and up to date Partner Account Plans as required, achieving buy-in for plans with the Partner. Develops and maintains Teaming Agreements with Partner
Host on-site events with Partner sales teams to win mindshare for Symantec
Completes Quarter Business Reviews with managed partner quarterly
Drive incremental partner Revenue
Solid understanding of Symantec Products, Support & Services offerings, and continually develops knowledge
Understanding of Symantec Partner policies, programmes and requirements.
Understanding of and compliance with Symantec’s revenue recognition policies
Personal Skills & Knowledge:
Entrepreneurial
Confident and self aware with presence and credibility
Self starter, able to apply initiative and hold self accountable
Able to engage and influence the Partner to preference Symantec
Excellent presentation skills
Excellent verbal and written communication
Excellent time management
Experience:
Proven track record in a Field Sales capacity within high-tech industry.
Previous experience in managing Partner Accounts.
Performance measures:
Quota Attainment
Pipeline Management
Activity levels: Customer facing time 4 out of 5 days on site
Opportunity qualification
Number of Partner employees trained & certified to relevant level
Competencies:
Drive for Results
Influencing & Negotiation
Adaptability to Change
Business Acumen
Collaboration & Teamwork
Problem Solving
About this company
Symantec helps consumers and
organizations secure and manage their information-driven world. Our software
and services protect against more risks at more points, more completely and
efficiently, enabling confidence wherever information is used or stored.
Symantec was founded in 1982 by visionary computer scientists. In that spirit, as technology changed so did Symantec. We are focused on providing security, storage and systems management solutions to help businesses and consumers secure and manage their information.
We make the world a safer place by helping people, businesses and governments protect and manage their information, so they can focus on achieving their goals.
Symantec was founded in 1982 by visionary computer scientists. In that spirit, as technology changed so did Symantec. We are focused on providing security, storage and systems management solutions to help businesses and consumers secure and manage their information.
We make the world a safer place by helping people, businesses and governments protect and manage their information, so they can focus on achieving their goals.
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