Territory Account Manager

Johnson Controls; Machelen; Sur place; EUR 90 000 - 130 000; Plein temps

Résumé du poste

Sensormatic is seeking a Territory Account Manager to build and manage the channel partner ecosystem across the assigned territory, focusing on sales growth, market development, and customer expansion, through partners and direct end‑customers.

You will design and execute a territory partner strategy, ensure optimal partner coverage, recruit and onboard partners, engage end customers, and manage the full sales cycle from identification to closure, with hybrid working and travel as needed.

Qualifications

• University degree or equivalent vocational qualification.
• 10+ years’ professional experience in sales or account management.
• Experience managing wide and diverse geographical territories.
• Experience in indirect/channel sales is strongly preferred.
• Experience in Retail Loss Prevention or similar technical industry is preferred.
• Proficiency with Microsoft Office 365 and Salesforce CRM.

Responsabilités

• Territory Partner Strategy and plan execution.
• Identify, recruit, and appoint strategic partners at country/territory level.
• Lead partner onboarding, enablement, and operational readiness.
• Create and execute partner development plans focused on revenue growth.
• Own the full sales cycle: opportunity identification, qualification, negotiation, closure.
• Manage recurring/run-rate business with partners and maintain CRM pipeline.

Connaissances

Fluent English

Fluent French

Account management

Sales leadership

Cross-functional

Travel readiness

Customer focus

Strategic thinking

Communication skills

Channel sales

Formation

University degree or equivalent

Outils

Microsoft Office 365

CRM (Salesforce)

Description du poste

Job Description

The Territory Account Manager (TAM) is responsible for building, developing, and managing the channel partner ecosystem across an assigned geographical territory. The role focuses on identifying opportunities for sales growth, market development, and customer expansion, working both through channel partners and directly with end‑customers to maximise Sensormatic’s business potential.

The TAM is accountable for the design, deployment, and execution of the territory partner strategy, aligned with the overall EMEA Indirect strategy. This includes achieving optimal geographical coverage through a strategically selected mix of Gold, Silver, and Authorised partners, tailored to each local market.

The role combines partner development, direct end‑customer engagement, opportunity management, and strategic selling, positioning the TAM as a trusted advisor to partners and customers throughout their Loss Prevention journey.

Key Objectives

• Build a high‑performing, scalable channel partner ecosystem
• Drive revenue growth and partner-led demand generation
• Expand Sensormatic’s footprint and solution adoption across the territory
• Develop trusted, long‑term relationships with partners and end‑customers
• Territory Coverage
• Territory assignments are defined by region and may include responsibility for multiple countries within EMEA. Exact territory scope will be confirmed based on business need.

Key Responsibilities

• Territory Partner Strategy
• Design, deploy, and execute a territory partner plan aligned with the EMEA Indirect strategy
• Ensure optimal partner coverage across assigned geography and vertical markets
• Partner Appointment & Development
• Identify, recruit, and appoint strategic partners at country and territory level
• Lead partner onboarding, enablement, and operational readiness
• Create and execute partner development plans focused on revenue growth and capability building
• Build long‑term, mutually beneficial partnerships that drive loyalty and sustainable growth
• Collaborate with partners on strategic planning, joint customers, and solution expansion opportunities
• End‑Customer Engagement
• Prospect directly with retailers and end-users to generate new pipeline
• Act as a Trusted Advisor throughout the customer’s loss prevention journey
• Support long‑term customer growth, adoption, and retention
• Opportunity & Sales Management

Own the full sales cycle: opportunity identification, qualification, deal negotiation, and closure

Manage recurring and run‑rate business with partners to support ongoing supply needs

Product Knowledge & Advocacy

• Act as a subject matter expert for Sensormatic solutions
• Present solutions to partners and end‑customers, articulating value, ROI, and business impact
• Advocate Sensormatic’s portfolio across all relevant stakeholders

Innovation & Value Creation

• Apply creative and innovative approaches to develop new sales opportunities
• Leverage internal expertise to help partners and customers solve operational challenges

Outcome‑Based Selling

• Focus on outcome‑driven selling aligned to customer and partner business objectives
• Demonstrate measurable business value and return on investment

Market Intelligence

• Monitor market trends, competitor activity, and customer needs
• Feed insights into the business to support product positioning and future growth

Reporting & Forecasting

• Maintain accurate pipeline management, forecasting, and reporting in CRM tools
• Provide regular updates on performance, risks, and opportunities to senior management

Skills & Competencies

• Exceptional written and verbal communication skills, including presentation skills
• Strong critical thinking and solution‑oriented mindset
• Highly customer‑centric approach
• Self‑motivated, proactive, and able to operate independently
• Strong team player, able to collaborate across the wider Indirect organisation
• Strong planning and time management skills (short‑, mid‑, and long‑term)
• Results‑driven with strong execution and follow‑through
• Proven account management capability
• Ability to work across cultural, geographical, and functional boundaries
• Fluent in English and French

Experience & Qualifications

Education

• University degree or equivalent vocational qualification
• Professional Experience
• 10+ years’ professional experience in sales, account management, or business development
• Experience managing wide and diverse geographical territories
• Indirect / channel sales experience (strongly preferred)
• Experience in Retail Loss Prevention or a similar technical industry (preferred)
• IT & Systems Knowledge
• Proficiency in Microsoft Office 365 (Word, Excel, PowerPoint)
• Experience using CRM systems (e.g., Salesforce.com)
• Working Environment
• Customer‑facing, sales‑focused role with significant interaction with partners, end‑customers, and internal teams
• Hybrid working model: home, office, and partner/customer sites

Additional Requirements

• Willingness and ability to travel frequently (often internationally)
• Valid driving licence
• Valid passport
• Ability to obtain and hold required business visas for assigned territories