Territory Manager – Respiratory Care, Ventilation
ZOLL Medical Corporation
Job Level
Mid-LevelSenior
Tech Stack
CloudCyber Security
About the role
- Drive and grow business within a specific geographical region (South Germany / Baden-Württemberg) in conjunction with channel partners
- Manage a portfolio of nominated focus accounts, including white-space and existing customers
- Establish influential business relationships at executive level within organisations between ~750–2,500 users via face-to-face and online meetings
- Channel account mapping, implement and drive joint marketing activities and partner enablement
- Hunt new accounts and expand presence with existing customers by introducing full Proofpoint platform
- Partner with channel ecosystem to gain access into new accounts and orchestrate add-on and upsell motions through partners
- Articulate and promote Proofpoint’s value proposition to become a trusted advisor
- Collaborate with Sales Engineers to organise and deliver product demonstrations and Proof-of-Concepts (POCs)
- Leverage internal resources, including System Engineers, to prepare account strategies and plans
- Partner with Customer Success for Customer Business Reviews
- Deliver operational excellence including forecast accuracy and pipeline progression
- Maintain up-to-date knowledge of Proofpoint’s competitive positioning in the marketplace
Requirements
- Proven track record of over-achieving targets and capacity to leverage channel partnerships
- Experience selling SaaS solutions to the SME and Mid Enterprise markets in Germany
- Growth mindset; responds positively to coaching
- Outstanding written and verbal communication skills
- Relentless attention to detail and high activity levels (customer and partner meetings)
- Ability to establish executive-level relationships (CISO, CIO, CMO) and become a trusted advisor
- Experience closing complex opportunities in the range of $100k+
- Proven ability to develop a new business pipeline and accurately forecast
- Ability to coordinate multiple resources to execute complex sales strategies
- Familiarity with formal sales playbook methodologies (MEDDIC, Challenger, TAS, Command of the Message)
- Experience using Salesforce or equivalent CRM tool
- Fluent English & German language skills (essential)
