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Americas Territory Manager
- Posted on: February 24, 2020
- Markham, ON or Gatineau, QC
- Visit Company Website
Americas Territory Manager
FUNCTIONAL AREA: Sales & Marketing
LOCATION: PCI Geomatics MARKHAM (preferred) or GATINEAU
PCI Geomatics (www.pcigeomatics.com) is looking for a Territory Manager to manage the Americas territory in support of both desktop product and solutions and services sales. Responsibilities include: follow up leads with reseller partners; work with the reseller and strategic partners to generate new business and secure new orders and solution sales; and otherwise manage the business within the territory in order to meet sales targets. This position reports to the Vice President of Sales and Marketing.
SCOPE OF THE JOB
♦ Accountable for achieving defined revenue targets for desktop, solutions, and services sales for the Americas territory, which consists of North America, Central America, and South America, and the Caribbean
♦ Work with reseller partners or directly with customers to drive sales
♦ Design and implement strategies for reseller sales and reseller development
♦ Overall responsibility for the development of revenues within assigned territory
♦ Recruit new reseller partners as required
♦ Provide sales and marketing support to resellers for sales pursuits
♦ Work with inside sales personnel to pursue and close business via resellers or directly
♦ Work with pre-sales engineering team to understand customers’ needs, and match products and
solutions to same
♦ Work with technology and delivery personnel to deliver products and solutions
♦ Keep resellers informed and updated on company products, solutions, strategies, and policies
♦ Prepare annual territory sales plan and proposed budgeting for territory
♦ Maintain rolling forecast for Territory sales
♦ Provide VP Sales & Marketing with reports and forecasts
♦ Update and maintain CRM with respect to sales
♦ Adhere to departmental procedures and quality standards
♦ Plan and ensure optimum use of resources; administer and monitor use of same against Territory
♦ Work with the VP of Sales and Marketing and the Director, Marketing to introduce sales and
marketing promotions to the resellers and arrange for reseller events such as reseller meetings and other activities such as “Get More From Imagery” events and campaigns.
♦ Demonstrable background in selling software products, services, and solutions
♦ Business experience in Earth Observation and/or GIS is an asset
♦ Excellent communication, organizational, facilitation, and persuasion skills
♦ A team player with excellent ability to effectively manage and operate at all levels within an
organization, from technical to C-level
♦ Ability to proactively generate leads, travel, and work to a quota and be able to effectively
maintain/expand business relationships
♦ Ability to manage a pipeline with multiple accounts and partners
♦ Fluency in English is required
♦ Additional language skills assets (Spanish, Portuguese, French)
♦ Knowledge of PCI Geomatica, PCI GXL, and SalesForce are assets
EDUCATION & EXPERIENCE
♦ Experience in the high tech/software field desired
♦ Experience working in International reseller sales and territory management desired
♦ Background in remote sensing (earth observation), photogrammetry, GIS, or related field.
♦ Bachelor’s degree or equivalent via combination of training and experience in related field.
♦ Key account management or account analysis and sound knowledge of channel/distribution
business model, processes and operations.
♦ Experience with preparing sales forecasts and assisting with the business planning process.
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