Territory Account Manager Pacific Region

2 weeks ago

Brisbane, Queensland, Australia L3Harris Technologies Full time
:

Job Title - Territory Account Manager | Pacific Region (APAC)

Job Location - Australia-Queensland-Brisbane

Job Code - CS
With a large L3Harris customer presence in Asia, Australia, New Zealand, and the Pacific region (APAC)

The overall objective for this role is growth of top-line revenue, customer acquisition, and profitability.

  • Achieving agreedupon sales targets and outcomes
  • Prospecting, qualifying, proposing, negotiating, and closing new deals
  • Managing opportunities in all stages of the sales funnel, including performing costbenefit and needs analyses of potential customers
  • Establishing, developing, and maintaining positive business and customer relationships
  • Influencing customer procurements to gain a competitive advantage
  • Performing competitive assessments and identifying attractive solution positions
  • Conducting sales presentations and leading marketing activities, including participation in tradeshows, conferences, and product demonstrations
  • Providing updates to senior sales/operations staff of any concerns, financial statuses, or other matters as applicable
  • Assisting customers and other sales channels to achieve business goals
  • Ensuring that customer management tool updates are complete
  • Ensuring that forecasting, sales plans,and sales activitiesareuptodate,
  • Attending sales meetings, submitting timely expense reports, and completing other administrative tasks as required
  • Direct sales
:

growth and retention through account management of existing customers; prospecting new customers throughout territory

  • Own customer relationship and manage dialogue between customer and technical team, field services, engineering, customer care, product demonstrations etc.
  • Please be prepared to discuss examples of customer retention planning and migration to P25 and LTE technologies

Qualifications:

  • Bachelor's Degree and minimum 6 years of prior relevant experience. Graduate Degree and a minimum of 4 years of prior related experience. In lieu of a degree, minimum of 10 years of prior related experience.
  • At least 5 years' experience in P25 technology sales and/or 5 years' Industry experience within a Public SafetyAgency.
  • Australia citizenship and ability to obtain and maintain a security clearance

Preferred Additional Skills:

  • Fluent in English (written and spoken); functional in other languages a plus
  • Proven experience in consultative selling focusing on building and sustaining strategic relationships
  • Proven experience in developing and executing robust sales plans and managing complex cross functional pursuits
  • Proven experience selling to state and federal government agencies.
  • Existing relationships with executivelevel (director and above) in policing and federal agencies
  • Proven contacts within key markets
  • Proven success in developing multimilliondollar P25 deals; examples of how you influenced/developed the RFP spec
  • Experience selling IoT, converged solutions, and whole communications ecosystem (radio, dispatch, towers, backhaul, accessories, CAD, RMS, inbuilding coverage solutions)
  • Experience and relationships with twoway radio resellers, manufacturer's reps, lobbyists, and LMR consultants; proven history in training and working alongside reseller sales staff and engineers in developing sales strategies, presentations, and close plans
  • Experience in managing timelines and customer expectations
  • Experiencing leading proposal efforts for large multimilliondollar system sales
  • Strong knowledge of market competitors and technology
  • Demonstrated ability to optimize territory growth
  • Strong negotiation skills
  • Experience managing large complex deals with protracted procurement processes consisting of multiple decision makers, multiple competitors, and requiring multiple levels of approval
  • Experience managing the dealer experience, from both a sales and service delivery perspective
  • Familiarity with Customer Relationship Management (CRM) tools to build productive business professional relationships

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