Territory Sales Manager – Australia/New Zealand (ANZ)
Date Posted: 07/09/2009
JOB CODE: TSM
JOB TITLE: Territory Sales Manager – Australia/New Zealand (ANZ)
LOCATION: Sydney or Victoria
DESCRIPTION: The Territory Sales Manager is responsible for recruitment, development and management of SolidWorks value added resellers (VARs) and major account relationships with strategic customers & prospects of SolidWorks in ANZ region. Reporting to the General Manager, South Asia, it is the Territory Sales Manager’s responsibility to ensure that customers/prospects receive the benefits of a SolidWorks solution and services for their CAD needs through our value added resellers.
The responsibilities include:
- Identify and develop VARs in a given territory in ANZ.
- Provide territory management data such as forecasts, account management documentation, and activity reports to SolidWorks management providing basis for strategic account planning.
- Identify, evaluate and respond to key business issues of the account and develop, present and demonstrate SolidWorks capabilities to the customer.
- Introduce and integrate SolidWorks technical resources, VAR personnel and Solution Partners to the customer to demonstrate capability, educate customer personnel and facilitate project management.
- Communicate effectively with VARs in implementing SolidWorks account sales strategies, appropriately integrating VAR resources in the sales process and implementation plan.
- Analyze potential problems and address customer issues.
- Provide and coordinate post-sales support working with VAR account managers.
- Implementing activities and initiatives in line with specific vision and strategic objectives for our CAD/CAE business.
- Business consulting at VAR management level.
- Sales training and development and overall sales management at the field level.
- VAR performance monitoring.
- Build and maintain strong relationship with VARs and ensure satisfaction level.
- Establish and promote best practices to work with VARs
- Achieve seat count, revenue and strategic goals as outlined in the objectives set.
- Provide market and competitive intelligence to support strategic business planning.
- Work closely with Marketing and VARs to engage in sales lead generation activities.
MINIMUM EXPERIENCE: 8-10 years channel sales, or mix of channel and direct sales experience.
EDUCATION: Degree holders only. Bachelor's in engineering is a plus.
REQUIREMENTS: Resident of Australia with a consistent track record of successful Channel sales shown by over goal performance with 5+ years’ sales experience selling technology products into the product design and manufacturing sector. Must have strong technical and business vision with excellent presentation and communication skills. Must have high level experience selling to Major accounts across industries. Must be fluent in reading and writing in English. Strong knowledge of the MCAD industry is very highly desired. Experience with SolidWorks and/or other MCAD / CAE products a strong plus. In addition, the candidate will also possess the ability to function in a team atmosphere, appreciate aggressive goals, and have superior organizational/time management skills and a make-it-happen attitude.
CONTACT INFORMATION: For immediate consideration, please apply online: stoh@solidworks.com.
