Territory Channel Manager - IL
Tripp Lite is seeking an experienced Territory Channel Manager to close deals at the end-user level with fulfillment through the IT channel. Knowledge of sales and marketing strategies for both end users and value-added resellers is essential, along with a proven track record of hunting and driving end-user sales to the channel. The Territory Channel Manager reports to the Territory National Sales Manager.
- Use existing relationships within the territory to identify new business opportunities in the data center, education, hospitality, retail and health care segments
- Close new business, ideally with large accounts and high-profile organizations, through self-developed opportunity pipeline
- Heavy prospecting/marketing to build and maintain pipeline. Exhibit a willingness to build new relationships with customers in addition to maintaining strong existing customer base relations
- Collaborate, as appropriate, with other Tripp Lite sales personnel on joint sales
- Perform customer site walk-throughs, promoting Tripp Lite complete solutions when applicable
- Train, motivate and perform joint sales calls with distributors, national solution providers and other channel partners
- Advise Sales Manager of significant competitive actions and provide market evaluations and sales potential estimates
- Forecast and report incoming business activity and expenses on a weekly, monthly and quarterly basis
- Utilize Salesforce to enter/track all sales data and activities daily
Required Education and Skills
- Bachelor's degree from a four-year college or university
- Minimum 5 years of experience managing a sales territory
- Experience selling for an IT manufacturer, reseller or distributor
- Experience using a consultative selling approach
- Active contacts within the territory to help drive activity and influence sales
- Strong communication and presentation skills
- Technical aptitude or a willingness to learn technical aspects of selling our product lines
- Experience using Salesforce.com is preferred
- Ability to travel throughout IL, mainly focusing on the Chicago-land area 50% (10-20 on-site appointments per week).
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Job ID: TCM-IL2019
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In 1922, Graham Trippe, a Chicago-area inventor, obtained a patent for a new precision-focused automobile headlight. This unique design won the gold medal at both the 1928 and 1929 Paris Exposition of Innovation. The Trippe "Speed Light" soon became a successful automotive accessory, improving visibility on everything from fine touring cars to U.S. Army tanks during World War II. Not ready to apply?
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As sealed-beam headlights became standard equipment on post-war vehicles, Trippe Manufacturing Company expanded into the production of rotating warning lights. These were sold to many different businesses as well as the police, fire and ambulance markets. To this day, Tri-Lite, the sister company of Tripp Lite, continues to manufacture industrial and specialty lighting products for shipment around the world.
Addressing a newfound need for on-board AC power in ambulances and recreational vehicles, Tripp Lite developed a line of DC-to-AC inverters in the early 1960s. Over the next 20 years, Tripp Lite grew to become the best known manufacturer of portable inverters in the world-providing portable power for everything from RVs to alternative energy applications.
By 1980, the advent of the personal computer had created a need for battery backup AC power to prevent data loss or hardware damage to computers and other sensitive microprocessor-controlled devices. By integrating their proven inverter technology with a battery charger and transfer switch, Tripp Lite became the first company to manufacture a UPS system specifically designed for desktop PCs. Coupled with the introduction of the Isobar® Premium Surge Suppressor in 1982, Tripp Lite was uniquely positioned to supply the burgeoning computer market with high quality power protection equipment.
As the personal computer became an increasingly important business tool, power protection from Tripp Lite became recognized as an essential add-on to computer installations. 14 million Isobars and more than 3½ million UPS systems later, Tripp Lite remains the leading manufacturer of power protection supplies, including UPS systems, AC and dataline surge suppressors, line conditioners, cabling and connectivity products and network management accessories. In 1999, Tripp Lite became the exclusive licensee for IBM-brand UPS systems. Tripp Lite quality products provide increased reliability and protection to PC workstations, network file servers, telephone systems, point-of-sale terminals, audio/video systems and laboratory equipment. Tripp Lite recently received ISO 9001 certification for the highest standard of design, manufacturing, distribution, marketing and service excellence. Eighty years after it began, the Tripp Lite marketing effort now spans the globe with sales in excess of $175 million and shipment to more than 85 different countries worldwide.