Territory Account Manager, Enterprise Sales

This is a fully remote position, open to applicants in Sweden.

📋 Description

• Actively seek, recruit, and onboard new channel partners, emphasizing face-to-face interactions and establishing a robust pipeline from the ground up.

• Propel revenue growth across all product lines - switching, wireless, and cloud, with a specific emphasis on enterprise project business.

• Identify and cultivate specialist partners to enhance the adoption of wireless access points, switches, and cloud-managed solutions, including Managed Service Providers (MSPs).

• Take ownership of annual account plans with defined growth objectives, precise forecasting, and management of opportunities in the short, medium, and long term.

• Broaden distribution by onboarding Value Added Distributors in crucial verticals to create a project pipeline.

• Foster relationships at the CEO/CTO level within partner organizations and leverage those connections to achieve success.

• Oversee pricing, margins, and proposals; negotiate and finalize high-value contracts.

• Provide weekly forecasts, competitive insights, and market intelligence to bolster regional strategies.

• Collaborate with internal teams - SE, Marketing, Product, Operations, and EMEA colleagues to optimize sales results.

⛳️ Requirements

• Over 5 years of experience in a Partner/Channel Account Manager position with a networking vendor, managing top-tier accounts and consistently exceeding performance expectations.

• Demonstrated success in hunting and closing high-value IT networking deals, rather than merely managing existing partnerships.

• Strong existing network within the Nordics IT channel, including distributors, Systems Integrators (SIs), resellers, and MSPs.

• In-depth understanding of channel dynamics, partner economics, and strategies to increase market share in a competitive landscape.

• Proficiency in English and Swedish.

• Entrepreneurial, self-driven, and comfortable working independently in a challenger brand setting.

• Excellent presentation, negotiation, and relationship-building skills with executives.

• Willingness to travel frequently, as regular customer meetings are an essential aspect of this role.

🏝️ Benefits

• Offers Equity