Territory Manager Belgium

il y a 1 semaine


Brussels, Belgique Origina Temps plein

**Origina - the story so far**
Origina is a global provider of third-party IBM software support and maintenance that Gartner consistently recognises as a forward-thinking alternative to traditional software mega vendors. Its team of 600+ global independent IBM product experts work proactively to extend, protect, and enhance all versions of IBM and HCL Passport Advantage software on open systems and mainframes.

Our values are integrated into our culture — fairness, trust, relationships, and opportunities — and we live them every day in the way we deliver our business and create our legacy.

We believe in freedom of choice in the world of software and are a leader in the Right to Repair movement, both in U.S and Europe. As strategic partners, we help our customers protect the security and stability of their software, extend its longevity and lifecycle, and enhance its performance and functionality.

**The Role**

**Responsibilities**
Promote and sell the full capabilities of Origina's offerings to targeted prospects and existing customers, with a balanced focus on expanding further into "strategic" customers in the geography.
- Consistently achieve quarterly and annual sales quotas through a solid, measurable sales process while conducting detailed and professional sales campaigns
- Capture new Origina customers through:

- Personal prospecting
- Collaborating with internal lead generation and marketing resources to build an effective pipeline of business
- Developing and nurturing existing and new partner relationships to obtain partner deal registrations
- Conduct effective marketing events within the geography for customers, prospects, and Origina business partners
- Expand revenues with existing customers within the geography through:

- Develop long-term renewal business through:

- Developing strategies with the customer to extend the life of Origina's support offerings
- Identify, capture, and nurture key business partner influencers in the geography through:

- Nurturing and growing relationships within our current business partner community
- Find new influencers and business partner prospects in the geography to sign as official Origina business partners
- Gain an intimate knowledge of the Origina offerings and the core value propositions such that you can differentiate the Origina offering with prospects and customers to:

- Become a trusted consultative advisor in helping our customers deliver on their digital transformation plans
- Utilise internal communication and CRM tools to be personally efficient and productive while providing accurate business and customer information to the business
- Manage multiple sales cycles and customer priorities with several sales opportunities each quarter while also progressing longer-term strategic opportunities
- Lead weekly territory calls and establish strong lines of communication with technical specialists, field marketing, channel, inside sales and other corporate resources

**Required Skills & Experience**
- Minimum of 10+ years proven sales and account management experience in IT solutions/services
- Experience selling for major enterprise software vendors or related VARs. Alternatively, other experience with consultative selling and consulting services selling
- Must be able to provide evidence of performance versus targets in current and previous roles
- Demonstrable ability to be a key influencer at the senior stakeholder level in large Belgium organisations across both private and public sectors
- Must have excellent interpersonal skills with the ability to build and maintain effective executive-level client relationships
- Thorough understanding of legacy software solutions and an awareness of current digital transformation trends
- Demonstrate experience in negotiating complex deals within the largest Belgium companies
- Excellent presentation and writing skills
- Must be highly motivated, self-starter, possess a positive-aggressive attitude and have excellent organisational skills
- Ability to work in a way that aligns with our values of Trust, Fairness, Relationships, and Opportunity

Don't worry if you don't meet ALL the requirements, if you feel you would be a great fit for this role, we would love to hear from you At Origina, the most important ingredient for us is our culture fit and recognising those that want to live our high-performance values of Fairness, Trust, Relationships, and Opportunities.

Origina is an equal opportunity employer, and we’re proud of our ongoing efforts to foster inclusion in the workplace. Individuals seeking employment at Origina are considered without regard to race, colour, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, physical or mental disability, military status, or any other characteristic protected by applicable law.


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