Sweden - Remote

Territory Manager, Nordics

Europe, Middle East, Africa

Reports to: Director, Channel Distribution

Position summary

The Territory Manager Nordics is responsible for all aspects of developing and managing the Nordic sales territory for Winshuttle. The key objective of the role is to maximise software license revenue in the territory (short and long term) through both direct sales and by managing and recruiting reseller and referral partners. As an experienced partner manager and solution sales person, the Territory Manager will be responsible for the entire sales processes with both partners and direct customers alike and will be expected to build long-lasting relationships through your understanding of your partners’ and customers’ business challenges.

This senior sales role will be expected to conduct extensive conversations with mid-to-high level contacts while navigating corporate pathways into enterprise accounts to build and develop interest in Winshuttle’s solutions. This role will be required to prospect and target accounts for new business in tandem with selling to and maintaining an existing customer base. This role requires a focused, discipled and take-charge style combined with a consistent track record of hitting/exceeding quota and running a territory.

About Winshuttle

Are you interested in working in a fun, collaborative environment, for an award winning workplace? Winshuttle is dedicated to fostering a culture of respect and innovation to support and empower employees' ambitions. We're constantly looking for entrepreneurs who aren't afraid to think outside the box, and don't take themselves too seriously. We embrace and support our employees who seek opportunities for continued learning, inspire others, and live and breathe our core PACT values. We have a work hard, play hard mentality; we're constantly evolving lean solutions for ERP business processes by day, and dominating on the frisbee golf course by night. Our strength and competitive advantage stems from our awesome employees, and we strive to create a balanced work life that is as inspiring and rewarding as life at home. Think you might be a great fit?

Essential functions and responsibilities

• Consistently meet or exceed quarterly assigned quota
• Manage all aspects of partner relationships by driving revenue and working with internal teams to ensure that partners effectively represent Winshuttle in all relevant respects
• Recruit new partners where appropriate to achieve revenue growth
• Grow sales in the territory by managing sales with direct prospects & customers where appropriate
• Manage key customer relationships to achieve the highest level of customer satisfaction
• Generate, qualify and prioritize the sales opportunities that offer the greatest revenue return to Winshuttle
• Develop account penetration strategies and dynamic Account Plans to meet monthly, quarterly and annual goals
• Undertake proactive cold calling and follow-up on outbound marketing campaigns
• Formally present Winshuttle’s value proposition to customers and showcase our ability to implement a solution that solves their business problem
• Maintain operational excellence on a weekly basis by accurate forecasting and information supply
• Develop a 12-month pipeline of well qualified incremental business opportunities
• Travel Required: 25 to 50%
• Native Swedish and/or Danish speaker strongly preferred

Desired behaviors

• Initiates action – results oriented, takes responsibility for actions and outcomes. Meets commitments and strives for high performance
• Facilitates change – encourages continuous improvement of work practices and processes
• Technically proficient – knows own role and has a clear understanding of team members’ roles and tasks
• Great communication – strong verbal and written communication skills both internally and externally
• Manages collaboratively – fosters teamwork, empowers and trusts employees and partners to deliver
• Takes responsibility for own learning – knows personal strengths and recognizes development needs. Is open to feedback and is keen to learn
• Displays ethical character and competence – acts with integrity and intent, is accountable for own actions, behaves according to our PACT (People, Action, Continuous Learning and Trust) values. Acts as a good citizen of Winshuttle

Knowledge

• Dynamic and enthusiastic with a strong desire to win
• Excellent communication, negotiation and consultative skills including presentation skills
• Resilient and comfortable with the pressure of a quarterly sales target
• Good functional knowledge of SAP (or other ERP software)
• Knowledge of the SAP partner ecosystem
• Knowledge of how to sell technical software solutions that are tailored to meet a customers’ needs and demands
• The dynamics of the external business landscape and emerging IT trends

Experience

• A minimum of 8+ years proven track record in achieving software licensing sales targets at an enterprise level or in partner management
• Sales experience managing a Nordics territory for a software company
• ERP or SAP sales experience strongly preferred
• Holding business-led discussions at a C level
• B2B selling experience and business acumen to engage all functional departments; Finance, HR, Sales, Supply Chain, and IT
• Proven ability to create account plans and to prioritize and manage time to achieve plans
• Established network of Nordics VARS and Software Integrators preferred
• Bachelor’s degree and/or equivalent experience

At Winshuttle, we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our products, and our community to flourish. Winshuttle is honored to be an equal opportunity workplace. We are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national orientation, age, citizenship, marital status, disability, gender identity, sexual orientation, or Veteran status.

This job posting does not imply that these are the only duties to be performed. Employees occupying this position will be required to follow any other-related instructions and to perform any other job related duties requested by their supervisor. To perform this job successfully, an individual must be able to perform each essential duty and meet the physical requirements satisfactorily. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

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