Territory Sales Manager Fluke Networks - Thailand

Territory Sales Manager

Fluke Networks - Thailand

Job Description

GENERAL SUMMARY:
 

• He/she will be responsible to implement and manage direct and indirect sales activities, and marketing programs in assigned territory(s) for the Fluke Networks product range; both Tools and Systems.
• Act as the primary liaison between Fluke Networks and end customer users, with responsibility for generating end customer sales opportunities, demonstrating product to prospective clients, driving end customer demand generation programs within assigned territory(s), closing sales leads generated by the afore mentioned  activities. 
• Act as channel manager to assist authorized sales channel partners to properly cover the market. 
• To support the Systems business, the associate will work to close business at large enterprise and mid-market commercial accounts, against established competition, by leveraging existing clients and prospecting New Logos.
• Establish and nurture new relationships at all levels of the customer organization; departmental through line of business and C level executives; work with established Systems channel partners to close orders.

 
ESSENTIAL FUNCTIONS:

• Develop and execute a territory plan that identifies those actions, required, to meet and exceed assigned revenue targets. Provide accurate monthly forecasts that allow for effective business planning and required growth.
• Develop annual and quarterly sales plans focused on the datacom installer market segment; work with local channel partners to meet annual targets and objectives for the DCI and other Tools businesses.
• Develop annual and quarterly sales plans focused on enterprise account penetration and key telco/carrier accounts for both Tools and Systems business targets and objectives.
• Develop and nurture new and existing channel partners.
• Work closely with available internal resources to maximize productivity in the territory.
• Works closely with the FNET Field Marketing organization to ensure consistent and appropriate outbound marketing and marcom programs are executed to ensure sufficient lead generation and awareness.
• Exceeds customer expectations by anticipating needs and communicating the value and benefits of our complete solution offering. Ensure customers and prospects understand the total portfolio value.
• Develops and maintains close customer relationships using appropriate organizational tools and processes. Maintains records in corporate CRM and sales force automation tool and reports on territory activity on a consistent basis as defined by AsiaPac VP and BU expectations.
• Coordinates and communicates sales and marketing efforts for the assigned territory.

JOB COMPLEXITY:
The position assumes a comprehensive knowledge of and experience with positioning, demonstration and selling of complex, systems oriented solutions as well as portable network troubleshooting and testing tools. The associate will represent the company's unique business value to customers and prospects across all targeted customer and market segments.  The associate will function and flourish in an environment with a high degree of complexity, requiring ingenuity and creativity, especially related to decision-making.  The associate will act as the local representative of Fluke Networks to the market.

Desired Skills & Experience

• Must be able to work effectively in a matrix sales environment with peers, inside sales and regional management, to drive customer initiatives.
• Must be able to work with a minimum of direct management oversight; able to make proper decisions through analytical thought processes.
• A well-developed understanding of solution selling; effectively differentiating value, through insightful, creative and assertive thinking.
• Must consistently demonstrate excellent communication, planning, organizational, and problem-solving skills.
• Have the ability to establish credibility and trust by understanding and helping customers meet their own internal business objectives.
• Ability to tactfully, yet assertively, deal with independent business and sales people in order to develop and maintain a common ground of corporate sales-identity with an outstanding reputation in the assigned region.
• Bachelor's degree or equivalent combination of experience and education.
• Proven ability to sell, as evidenced by a minimum of 5+ years of success, a record of accomplishment, combined with proven domain expertise.
• Proven success selling a complex enterprise solution to medium and large enterprises, and carrier/telecom organizations.
• An understanding of and experience working with Carrier partners, to position unique business value, by providing managed services and custom managed services.
• Must have knowledge of Information Technology concepts such as IP networking (switching and routing), network trouble-shooting, and network performance management, monitoring and reporting solutions.
• Proven track record of successfully building a strong territory pipeline of enterprise customers directly and with carrier partnerships.

Additional Skills

• Excellent interpersonal and communications skills
• Must be high energy and assertive with a strong sense of conviction
• The candidate must be a team player, possessing great work ethic, oral and written skills and forward thinking.

JOB CONDITIONS:
Frequent business travel and extended hours are integral to the success of this position.

Company Description

Fluke Networks provides innovative solutions for the installation and certification, testing, monitoring and analysis of copper, fiber and wireless networks used by enterprises and telecommunications carriers. The company's award-winning solutions provide network installers, owners, and maintainers with superior vision, combining speed, accuracy and ease of use to optimize network
performance. For more details, please visit www.flukenetworks.com       

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