Territory Partner Sales Executive
Overview
Sales Executive leading new opportunities and managing existing accounts across a defined territory. This role focuses on system integrators and direct customers, driving revenue growth through strategic partnerships and consultative selling.
What You'll Do24
- 1Deliver new and expansion revenue across assigned territory of SI partner and direct customer accounts
- 2Build and maintain a healthy, well-distributed pipeline (new logo, expansion, partner-led)
- 3Grow share of wallet through upsell and cross-sell of the full product and solution portfolio
- 4Develop strong, value-based relationships with SI partners and customer stakeholders
- 5Maintain high forecast accuracy and disciplined CRM usage
- 6Own a defined territory and accounts with responsibility for both new acquisition and expansion
- 7Actively prospect into target SI partners and direct customer accounts to identify net-new opportunities
- 8Develop account plans balancing new opportunity creation with long-term account growth
- 9Build multi-thread relationships across technical, commercial, and executive stakeholders
- 10Manage and grow relationships with system integrators as primary GTM partners
- 11Enable partners by positioning solutions, use cases, and value propositions
- 12Support partner-led deals from qualification through close including pricing and commercial alignment
- 13Qualify and progress opportunities using a structured, value-based sales approach
- 14Convert marketing- and partner-sourced leads into qualified pipeline and closed revenue
- 15Maintain strong pipeline coverage to consistently meet or exceed targets
- 16Manage buying cycles involving multiple stakeholders and decision-makers
- 17Upsell, Cross-Sell & Portfolio Expansion identify expansion opportunities within existing partner and customer accounts
- 18Position additional products and solutions based on evolving customer needs
- 19Work with Product, Marketing, and Customer Success to drive solution expansion
- 20Ensure expansion and new opportunities align for long-term account growth
- 21Partner closely with Marketing on campaigns, events, and partner initiatives
- 22Collaborate with Product and Product Marketing to provide customer and partner feedback
- 23Work with Customer Success to ensure smooth onboarding, adoption, and expansion readiness
- 24Act as a trusted internal advocate for customers and partners
Requirements13
- 12+ years of experience in B2B sales or account management roles
- 2Demonstrated success in hybrid hunter/farmer roles
- 3Strong understanding of B2B SaaS sales fundamentals in partner-led and direct sales environments
- 4Proven ability to hunt new opportunities while farming and expanding existing accounts
- 5Excellent negotiation, closing, and account planning capabilities
- 6Ability to build long-term, trust-based relationships and influence multiple stakeholders
- 7Experience using CRM systems (Salesforce preferred)
- 8Strong pipeline, forecasting, and reporting discipline
- 9Working knowledge of Microsoft Office Suite
- 10Bachelor's degree in business engineering or related field (or equivalent experience)
- 11Familiarity with subscription-based revenue models (ARR, renewals, expansions)
- 12Understanding of industrial software manufacturing IIoT OT environments
- 13Experience with sales and marketing tools such as HubSpot LinkedIn Sales Navigator ZoomInfo
Salary Insight
Salary not disclosed in listing
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