About the role
Job Description
The Territory Account Manager is responsible for managing and growing an assigned portfolio of customer accounts within a designated geographic territory. This role serves as the primary relationship owner for existing clients, ensuring high levels of customer satisfaction, retention, and growth while identifying opportunities to expand CCB Technology's solutions and services.
Approximately 80% of this role is focused on managing and expanding existing customer relationships, with the remaining 20% dedicated to developing new business opportunities within the assigned territory.
The Territory Account Manager is accountable for the overall success of their territory by maintaining strong customer relationships, identifying growth opportunities, and helping customers leverage technology solutions that improve their business outcomes.
Essential Duties and Responsibilities
Account Management & Customer Growth
* Serve as the primary point of contact for assigned customer accounts. * Conduct regular customer business reviews and account planning meetings. * Build and maintain relationships with key decision-makers and stakeholders. * Identify opportunities to expand existing customer relationships through additional products, services, and solutions. * Proactively manage customer retention and satisfaction. * Maintain account plans for strategic customers and growth opportunities.
Territory Development
* Develop and execute a territory growth plan. * Generate referrals and introductions from existing customers and partners. * Pursue qualified new business opportunities within the assigned territory. * Identify organizations that align with CCB Technology's ideal customer profile. * Build and maintain a healthy pipeline of qualified opportunities.
Collaboration & Administration
* Maintain accurate CRM records, opportunity tracking, and forecasting. * Collaborate with Sales Support, Software & Renewals, Marketing, Vendor Partners, and Technical Teams. * Participate in sales meetings, forecasting reviews, and territory planning sessions. * Stay informed on industry trends, competitive activity, and emerging technologies.
Typical Daily Activities
* Meeting with existing customers to review projects, initiatives, and technology roadmaps. * Following up on open quotes, renewals, and pending opportunities. * Working with internal teams to develop customer recommendations and solutions. * Reviewing customer purchasing trends and identifying growth opportunities. * Conducting account planning and territory reviews. * Responding to customer questions and coordinating issue resolution. * Prospecting targeted organizations within the territory. * Attending customer meetings, networking events, and vendor-sponsored activities. * Updating CRM records, managing pipeline activity, and forecasting opportunities.
Qualifications
Required
* Minimum of three (3) years of sales, account management, customer success, or business development experience. * Proven ability to manage customer relationships and drive revenue growth. * Valid driver's license and ability to travel throughout assigned territory.
Preferred
* Experience selling technology solutions and services. * Experience managing a geographic territory or book of business. * Experience selling Managed IT Services, Cybersecurity, Cloud, Software, Infrastructure, or Professional Services.
Knowledge, Skills & Abilities
* Strong relationship-building and customer engagement skills. * Ability to identify customer business challenges and align technology solutions to business outcomes. * Excellent verbal, written, and presentation communication skills. * Strong organizational, time management, and territory planning abilities. * Ability to manage multiple priorities and opportunities simultaneously. * Proficiency with CRM platforms, Microsoft 365, and sales-related technologies. * Ability to work independently while collaborating effectively across departments. * Knowledge of consultative selling methodologies and account management best practices. * Understanding of technology solutions, services, and recurring revenue business models. * Ability to analyze customer data, identify trends, and develop growth strategies.
Additional Information
Key Performance Indicators (KPIs)
Customer Retention & Growth
* Customer retention rate * Existing account revenue growth * Gross profit growth within assigned accounts * Cross-sell and upsell activity
Territory Performance
* Territory gross profit attainment * Territory revenue attainment * Forecast accuracy * Pipeline coverage ratio
New Business Development
* Net new revenue generated * Number of new customer acquisitions * Qualified pipeline creation * Referral-generated opportunities
Strategic Growth Initiatives
* Managed Services revenue growth * Cybersecurity revenue growth * AI and emerging technology revenue growth * Recurring revenue growth
Customer Engagement
* Business reviews completed * Strategic account plans maintained * Customer satisfaction and engagement metrics
All your information will be kept confidential according to EEO guidelines.