What are the responsibilities and job description for the Territory Manager position at IANS?
Territory Manager
*IANs requires no less than 2 days on-site in our Government Center (Boston) office each week
Position Description
IANS is seeking a Territory Manager (TM) to join our sales team. The TM will be responsible for managing a team of Account Managers who work with existing End User Decision Support (EUDS) clients. The TM will focus on relationship building, client retention, client usage, and upsell conversations with current clients.
The ideal candidate is a top producer with prior sales experience carrying a quota and managing high performing teams. Key traits include executive presence, client-focused mentality, organization, team-focused, interest in information security, and a passion for learning.
The TM will possess skills and work ethic aligned with our company values of grit, results, initiative, passion, positivity, teamwork, and curiosity.
Core Responsibilities
- Lead a team of Senior Account Managers, Account Managers, and Associate Account Managers to achieve attainment of bookings & billable goals and KPIs in assigned Territory.
- Ability to understand the clients’ business objectives, industry dynamics, and competitive landscape to develop strategic plans and solutions that drive client satisfaction
- Lead the account management team to attain product upsell goals
- Flag at-risk accounts and relationships; mitigate that risk
- Hire and onboard new team members
- Coach individual team members to drive individual growth and development
- Lead content-rich events
- Contribute to the IANS sales team and company culture
- Travel to visit clients and attend IANS events (approximately 20-30%)
Candidate Profile and Qualifications
The qualified TM candidate will have 4-6 years of leading successful sales or account management teams with a proven track record exceeding goals. We are targeting individuals who demonstrate strong competency in the following areas:
- Executive level communication and presentation skills
- Experience building relationships with and selling to C-level executives
- Experience leading, coaching, and developing top producing sales teams
- Managing a portfolio of growing accounts
- Interest in information security and complex technical content
- Highly motivated and able to thrive in a quota-driven environment
- Strong sense of professional accountability and integrity
- High level of energy, effective time management skills, and a sense of urgency
- Strong team and collaborative orientation
- Confident but takes a humble approach in working with peers and teammates
