Territory Manager - Mexico

LinKIT LATAM is a business development consulting company focused on Latin America. On behalf of our client, the leading Quality Assurance (QA) software company, which is expanding its activities in the region, we are hiring a TERRITORY MANAGER, in Mexico.

The Client:

Our client is the global leader in continuous testing and quality engineering, with an AI-based, continuous testing portfolio of products providing a new and fundamentally different way to perform software testing. An approach that is automated, code-less, and intelligently driven by AI. It addresses both agile development and complex enterprise apps, enabling enterprises to accelerate their digital transformation by dramatically increasing software release speed, reducing costs, and improving software quality.

Widely credited for reinventing software testing for DevOps, cloud, and enterprise applications, Tricentis has been recognized as a leader by all major industry analysts, including Forrester, Gartner, and IDC.an employee of our company, you will collaborate with each department to create and deploy disruptive products. Come work at a growing company that offers great benefits with opportunities to moving forward and learn alongside accomplished leaders. We're seeking an experienced and outstanding member of staff.

Responsibilities:

The Territory manager will be responsible for driving new sales and partner engagement in the country.

1. Lead and support a complex sales process aim to sell to the largest accounts in the country. The Territory manager will play multiple roles in the sales process:
2. 1. Manage an enterprise sales process with target accounts
   2. Identify and develop relationships with key players in the prospect to influence the decision towards the company
   3. Advice, support, and monitor partners during the sales process. This could happen during the partner’s initial ramp-up or for large, strategic deals. It is critical to build a strong relationship with the partners’ sellers.​
3. Develop and manage an exceptional channel partner community. Since the company does not sell directly but through SI, GS and OEMs, the Territory Manager responsibilities will include:
4. 1. Identify, recruit, and manage strategic partners. This includes signing partnership agreements, providing training and support, and ensuring partners’ capability to effectively sell and support the company's software products.
   2. Ensure the usage of manufacturers’ sales resources and enablement tools to partners. The Territory Manager requires the necessary skills and knowledge to sell and support the company's software products effectively. This includes organizing and delivering training sessions, webinars, and workshops, and providing access to online resources and learning materials. 
5. Manage the Territory. In addition to managing the sales and channel partner, the Territory Manager will follow these processes and activities to ensure the country’s success:
6. 1. Quota Management: Understanding Partners’ offering, and the synergies our technology brings, the Territory Manager is responsible for setting and managing sales objectives. This involves analyzing market and sales data, forecasting future performance, and adjusting quotas as needed to ensure partners are motivated and aligned with the company's revenue goals. 
   2. Performance Monitoring and Reporting: The Territory Manager is responsible for tracking and analyzing channel performance metrics, such as revenue growth, partner engagement, and customer satisfaction. They must also provide regular reports to senior management, highlighting successes, challenges, and recommendations for improvement. 
   3. Cross-functional Collaboration: The Territory Manager must collaborate effectively with various internal teams, such as sales, marketing, and customer support, to ensure a coordinated approach to channel management. 
   4. Marketing Support: The Territory Manager works closely with the marketing team to develop and execute marketing campaigns and initiatives targeting channel partners and end users. This includes creating promotional materials, organizing webinars and events, and leveraging social media to raise brand awareness and generate leads.

Competencies:

1. Communication: Strong written and verbal communication skills are essential as the work will be mostly remote. The Territory Manager needs to effectively convey his/her message and persuade potential customers through emails, phone calls, and video conferences. And effectively communicate the benefits and features to potential end-users and partners of the solution sold. 
2. Relationship-building: Building and maintaining strong relationships with clients is crucial for this position. The Territory Manager needs to be able to establish rapport, trust, and credibility with partners through virtual communication channels. Emotional intelligence is essential for building strong relationships and navigating difficult conversations in remote sales. 
3. Problem-solving: The Territory Manager should be able to think critically and creatively to overcome challenges, address customer objections, and find solutions that meet the needs of both the opportunity and the company. 
4. Self-motivation: Being a remote salesperson requires a high level of self-motivation and discipline, as you'll need to stay focused and productive without the structure of a traditional office environment.
5. Time management: As a partially remote sales worker, the Territory Manager needs to be able to manage their time efficiently, balancing multiple tasks, setting priorities, and meeting deadlines without direct supervision. 
6. Productivity tools and Systems: Remote sales workers need to be comfortable using various digital tools, such as customer relationship management (CRM) software, video conferencing platforms, and project management tools.

Requirements:

• Bachelor’s degree. Ideal in technical disciplines such Systems Engineering, Industrial Engineering or similar. MBA a plus.
• 15+ years of experience with proven results in Enterprise software or channel sales for leading software vendors. Preferably in the Software Quality space, or other areas such as ERP, Cloud, DevOps or App Development.
• Relationships with country’s top +250 accounts and major SI and GSIs.
• Competitive: A competitive spirit that can drive him/her to excel in their role. 
• English: Strong writing and verbal business proficiency.