General Overview

If you’re looking to join a high-performing organization with excellent team culture and opportunity to make an immediate impact, the Territory Account Consultant – Manufacturing role may be your path to achieving the personal & professional growth you desire. The Territory Account Consultant – Manufacturing is a direct business development and sales role that’s responsible for revenue growth in two primary areas:

• Current customers with expansion opportunity
• New business development within targeted prospects

This role will deliver exceptional results and customer success by building rapport, leveraging outcome-based selling and diving deep into the business drivers and challenges of our manufacturing customers & prospects.

The ideal candidate must be a sales or technical professional with experience selling to, or working in/alongside, manufacturers. This job is assigned a sales quota and performance is measured by meeting or exceeding monthly, quarterly, and annual targets by selling software and consultative services. This position reports to the Director of Manufacturing Technology Group and will work closely with the broader Customer Success Team, Technical Specialists, Marketing, Application Development and Field Sales of Vendor Partners.


Roles & Responsibilities

• Generate new business by creatively expanding existing accounts and hunting new logos
• Sell complex service engagements and software solutions, creatively seeking alternative solutions where necessary
• Participate in developing, and execute on, the Manufacturing Team’s growth initiatives - including recommending technologies to develop in-house or resell, consultative services and packaged offerings to create, internal process improvement, and marketing alignment
• Proactively own renewals and customer Quarterly Business Reviews in conjunction with Customer Success
• Evaluate and prepare business plans for top accounts. This involves evaluating the customer profile, creating value messaging, and targeting key steps needed to execute the account plans
• Develop important and effective relationships within accounts, including Key Executives, and translate customer challenges and opportunities into unique business value
• Leverage sound call planning to drive business results and makes continuous improvement in moving Applied Software from vendor to trusted advisor
• Manage accounts and sales opportunities through the entire sales process, leveraging all available resources (Technical Specialists, Customer Success, Vendor Partners, and Sales Director) – Never win, nor lose, alone!
• Build toward a five-quarter, rolling pipeline and deliver an accurate monthly/quarterly business forecast.
• Accurately track pipeline and account activities in CRM

Experience & Skills

• Proven track record (7+ years) consistent quota attainment with on premise, SaaS or a hybrid model OR equivalent time in a Technical Specialist/Sales Engineering capacity
• Experience selling to, or working in/around, manufacturing companies is a plus
• Strong team collaboration and leadership skills
• Passion for disruptive technology and challenging the status quo
• Naturally inquisitive and a problem solver
• Experience with direct and indirect selling channels
• Highly driven, determined & business oriented
• Bachelor’s degree or equivalent