Torchora
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Key Responsibilities and Required Skills for Territory Account Executive

💰 $85,000 - $120,000 base + commission

SalesBusiness DevelopmentAccount ManagementField Sales

🎯 Role Definition

The Territory Account Executive is a strategic hunter and relationship builder responsible for generating new revenue and managing a portfolio of accounts within a designated geographical area. This individual will develop and execute a comprehensive territory plan, build a strong sales pipeline, and expertly guide prospects through the entire sales process. Success in this role requires a deep understanding of customer needs, a consultative sales approach, and the relentless drive to exceed targets. You are the CEO of your territory, empowered to make a significant impact on our business and build a rewarding career in sales.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Sales Development Representative (SDR)
  • Business Development Representative (BDR)
  • Inside Sales Representative

Advancement To:

  • Senior Territory Account Executive
  • Regional Sales Manager / Director
  • VP of Sales

Lateral Moves:

  • Strategic Account Manager
  • Channel Sales Manager
  • Customer Success Manager

Core Responsibilities

Primary Functions

  • Develop and execute a strategic territory plan to achieve and exceed monthly, quarterly, and annual sales targets and expand our customer base.
  • Proactively identify, prospect, and qualify new business opportunities within a defined geographic territory through cold calling, networking, social selling, and targeted outreach.
  • Manage the entire sales cycle from initial lead generation and discovery to contract negotiation and deal closure, ensuring a smooth and professional customer experience.
  • Conduct in-depth needs analysis and discovery sessions with prospective clients to intimately understand their business challenges, objectives, and pain points.
  • Articulate and demonstrate the company's unique value proposition, positioning our solutions as the ideal choice to address specific client needs and deliver measurable ROI.
  • Build and maintain a robust, accurate, and predictable sales pipeline, providing reliable forecasting and regular status updates to sales leadership.
  • Cultivate strong, long-lasting relationships with key stakeholders and decision-makers, including C-level executives, within existing and target accounts.
  • Lead the negotiation of pricing, terms, and conditions of contracts with a focus on creating win-win agreements that drive long-term value for both the client and the company.
  • Collaborate closely with internal teams, including Sales Development Representatives (SDRs), Solutions Engineers, and Customer Success Managers, to ensure a cohesive and effective go-to-market strategy.
  • Master and maintain expert-level knowledge of our product suite, competitive landscape, and key industry trends to effectively position our offerings and overcome objections.
  • Deliver compelling and customized product demonstrations and business-value presentations to individuals and groups at various levels of an organization.
  • Represent the company with professionalism at industry events, trade shows, and conferences to generate qualified leads and enhance brand awareness.
  • Upsell and cross-sell additional products and services into the existing customer base to maximize account revenue and deepen partnerships.
  • Act as the primary point of contact and trusted advisor for all matters specific to your accounts within the assigned territory.
  • Lead and coordinate the development of high-quality responses to Requests for Proposals (RFPs) and Requests for Information (RFIs).
  • Onboard new clients by working with the implementation and customer success teams to ensure a successful transition and foster long-term satisfaction.

Secondary Functions

  • Meticulously maintain and update all customer, activity, and pipeline information in the company CRM (e.g., Salesforce) to ensure data integrity.
  • Collaborate with the marketing department to provide field-level feedback on lead quality, messaging effectiveness, and campaign strategy.
  • Participate actively in regular sales team meetings, ongoing training sessions, and quarterly business reviews.
  • Develop and maintain strong working relationships with internal support teams to ensure customer needs are met promptly and effectively.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM Proficiency: Expert-level use of CRM platforms like Salesforce, HubSpot, or Zoho CRM for pipeline management and reporting.
  • Sales Methodologies: Proven application of structured sales methodologies such as MEDDIC, Challenger Sale, SPIN Selling, or Solution Selling.
  • Sales Forecasting: Ability to accurately forecast sales on a monthly and quarterly basis.
  • Territory Planning: Strategic development and execution of a territory management plan.
  • Prospecting Tools: Proficiency with lead generation and sales intelligence tools (e.g., LinkedIn Sales Navigator, ZoomInfo, Lusha).
  • Presentation Software: Mastery of PowerPoint, Google Slides, or Keynote to build and deliver compelling presentations.
  • Contract Negotiation: Demonstrated ability to negotiate complex contracts and commercial terms.

Soft Skills

  • Consultative Selling: Ability to act as a trusted advisor, diagnose customer needs, and prescribe effective solutions.
  • Exceptional Communication: Superior verbal, written, and presentation skills with the ability to articulate complex concepts clearly.
  • Relationship Building: Natural ability to build rapport and establish long-term relationships with clients and colleagues.
  • Resilience & Perseverance: A tenacious and goal-oriented mindset with the ability to handle rejection and overcome obstacles.
  • Negotiation & Persuasion: Strong influencing skills to guide stakeholders toward a consensus and favorable outcomes.
  • Time Management & Organization: Excellent organizational skills to manage a high volume of leads and activities effectively.
  • Self-Motivation & Drive: A proactive, high-energy individual who thrives in an autonomous environment and is driven by results.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's Degree

Preferred Education:

  • Master of Business Administration (MBA)

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Communications

Experience Requirements

Typical Experience Range:

  • 3-7 years of quota-carrying B2B sales experience, preferably in a field sales or territory-based role.

Preferred:

  • A consistent track record of meeting and exceeding sales quotas.
  • Experience selling SaaS, technology, or complex solutions.
  • Formal training in a recognized sales methodology.
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