Territory Account Executive (TN/AL)

NWN Carousel•Exeter, TN

About The Position

The Territory Account Executive is a sales hunter responsible for generating new customer relationships through the sale of NWN’s technology offerings within an assigned geography or vertical market, while maintaining and growing existing customer relationships. The role focuses on meeting or exceeding an assigned annual quota, developing customer and partner relationships, identifying opportunities, and communicating NWN’s value proposition to stakeholders. The position requires regular travel to client locations, sales training, and business meetings, and may involve up to 100% travel.

Requirements

At least 2 years of solution-based selling experience involving products and/or services.
Outside sales experience with direct end-user accounts.
At least 2 years of proven success selling technology or related projects in a territory-based assignment.
Understanding of key technology solutions and offerings.
Working knowledge of, or ability to quickly learn and reliably use, NWN’s core selling models and tools, including Salesforce platforms, MEDDICC, and skills taught through Force Management sales-process training.
Demonstrable experience in a sales hunter role where quota attainment or growth depends substantially on gaining new business.
Bachelor’s degree or equivalent relevant work experience.
Resiliency and personal drive to succeed.
Ability to learn and adapt quickly.
Solid communication, reasoning, and people skills; superb listening skills; and excellent oral and written communication and presentation abilities.
Strong interpersonal and collaboration skills and ability to work in a team environment.
Strong negotiation and conflict-resolution skills.
Understanding and use of a solution-selling approach.
Clean driving record and access to a personal vehicle or reliable transportation.
Ability to travel up to 100% to client locations, sales training, or business meetings.

Responsibilities

Serve existing clients and generate new customer relationships through sales of NWN offerings in an assigned geography or vertical market.
Meet or exceed the assigned annual quota, typically between $500,000 and $1 million.
Participate in business development and demand-generation activities to support customer growth.
Follow NWN’s core selling models and tools, including techniques and processes from Force Management training and MEDDICC methodologies.
Research accounts and prospects, including their business functions, target markets, customers, sales practices, decision makers, VAR relationships, financial metrics, and IT budgets.
Represent NWN professionally and ethically.
Develop relationships with manufacturer representatives covering the assigned territory or vertical.
Build relationships with multiple decision makers within accounts, particularly C-suite stakeholders.
Understand assigned accounts’ IT strategies and current and upcoming projects.
Communicate NWN’s value proposition consistently and effectively to key account stakeholders.
Introduce NWN content experts, including Solution Architects, Offering Leaders, Offering Technical Leads, and executives, to account stakeholders.
Stay current with partner registration programs and incentives.
Use the company’s CRM and prospecting tools as directed by sales management; forecast business regularly and accurately using CRM.
Maintain consistent contact with assigned accounts and build a personal brand within the territory.
Grow business from a standing start and cold-call in the assigned territory or market to find new customers and projects.
Work with internal and external resources to develop and sell solutions, and with pre-sales teams to develop proposals and statements of work.
Adopt emerging AI tools and technologies to optimize processes, improve collaboration, and drive operational effectiveness.
Meet regularly with Offerings teams and assigned customers to promote NWN solutions and services.
Attend and facilitate marketing events relevant to the NWN sales team.
Attend company-facilitated training and business meetings.
Perform other responsibilities as assigned.