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Territory Account Manager II

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Date: Feb 12, 2019

Location: Macquarie Park, NSW, AU

Company: Avaya Corporation

About Avaya

Avaya enables the mission critical, real-time communication applications of the world’s most important operations. As a global leader in delivering superior communications experiences, Avaya offers a complete portfolio of software and services for contact center and unified communications— offered on premises, in the cloud, or a hybrid. Today’s digital world requires communications enablement, and no other company is better positioned to do this than Avaya. For more information, please visit www.avaya.com.

Job Information

Job ID: 23758

Short Description

Purpose

The Territory Account Manager is responsible for developing, qualifying and closing opportunities across a customer base of existing and new accounts. The role entails direct customer engagement, revenue forecasting and revenue growth.  The Territory Account Manager is required to work closely with sales leadership, internal experts and other corporate functions, regional and global peers to reach set targets.

Reports to:   Regional Sales Leader (RSL)

Essential Functions (Responsibilities/Accountabilities):

  • Sells Avaya products and/or services to end-user customers with and through Partners in the 50-3000 employees per company segment in an assigned geographic territory 
  • Engages with customers, exploring their situations and needs, and probing underlying issues that suggest broader solutions
  • Operates as a dynamic "hunter" and demand generator, experienced in conducting market discovery and driving demand generation through campaigns and use of social media
  • Grows the addressable market by correctly identifying the key accounts in the territory
  • Maintains full accountability and ownership of revenue growth and accounts per company segment in assigned territory
  • Consistently maximizes sales activities and achieves quotas by prospecting for new accounts, building Partner relationships, developing Partner account managers to drive additional growth
  • In collaboration with Avaya Channel Account Management, drives overall Partner engagement and strategy for the assigned territory, which includes the development of existing Partners and identifying needs to be filled through the recruitment of new Partners
  • Maps capabilities of existing Partners to key target areas and identifies Partner gaps

Preferred Knowledge, Skills and Abilities

Typically requires a minimum of 8-10 years of solution sales experience

  • A demonstrated track record of reaching and exceeding sales targets
  • Demonstrated ability to source leads and generate sales opportunities
  • Possess excellent communication, negotiation and presentation skills
  • Sound judgment; willingness to make independent decisions based on logic and common sense
  • Ability to multi task and produce accurate high quality work
  • Proactive and energetic with a can do attitude

Education

Bachelor degree or equivalent experience

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Avaya is an Equal Opportunity employer and a U.S. Federal Contractor. Our commitment to equality is a core value of Avaya. All qualified applicants and employees receive equal treatment without consideration for race, religion, sex, age, sexual orientation, gender identity, national origin, disability, status as a protected veteran or any other protected characteristic. In general, positions at Avaya require the ability to communicate and use office technology effectively. Physical requirements may vary by assigned work location. This job brief/description is subject to change. Nothing in this job description restricts Avaya right to alter the duties and responsibilities of this position at any time for any reason.

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