Territory Manager

Territory Manager

About Accordent:
Accordent Technologies develops presentation-authoring and management solutions that enable both technical and non-technical people in Universities, schools, government agencies and the corporate enterprise to author, publish and manage online rich media presentations. Recently recognized as providing the “Best Webcasting Solution� by Network Computing Magazine, the Accordent product line has earned a reputation for its ease-of-use, scalability and flexibility. More than 1500 organizations worldwide, including Intel, Unisys, the United Nations, National Institutes of Health and Oracle, rely on Accordent for creating and managing their rich media presentations.
http://www.accordent.com/

Position Summary:
Accordent Technologies is looking for a top quality Territory Manager, based out of Accordent’s Los Angeles office to drive new business through active prospecting in the Enterprise and Education markets.  Candidates must be self starters who can work with minimal supervision and combine professional consultative sales skills with maintaining strong relationships at the reseller level. 

The Territory Manager will report to Accordent’s Vice President of Business Development, and work closely with Accordent’s Sales Engineers and vertical sales specialists to identify and qualify opportunities, perform product demonstrations both virtually and in person for resellers, consultants and prospects.  Additional activities will include:  soliciting and managing technical requirements, defining the scope of custom development and integration work. The
This is a high-visibility, high-growth opportunity for the right person to get in on the ground floor of a growing, well-funded and profitable company.

Term:
Fulltime in house. No H1B/Sponsorship, No freelance, No offshore inquiries, and No recruiters please.

Responsibilities:
• Actively target, contact and qualify prospective customers
• Intelligently prospect, profile, identify and close business in territory
• Prospecting, appointment setting, active funnel management and accurate forecasting
• Maintain current database of information and provide accurate sales forecasting
• Work closely with Accordent sales engineers and vertical specialists to drive sales growth

Skills (Required):
• Target and contact prospective Enterprise and Education customers
• Clearly articulate Accordent value proposition to prospective customers
• Experience working with: streaming, video conferencing, e-learning, or other online publishing solutions
• Experience identifying decision makers and qualifying deals within large enterprises and/or Higher Education organizations
• Track record of achieving/exceeding sales quotas
• Superior telephone and written communication skills.
• Knowledge of streaming/digital media technology (encoding software, capture hardware, file formats, delivery infrastructure)
• Superior time management and interpersonal skills
• Requires a minimum of B.S degree

Skills (Preferred):
Knowledge of key Video-Conferencing, Content Distribution, Content Management and Learning Management Systems, data networking and multimedia solutions

Job Qualifications:
The right candidate should be comfortable interacting with high level decision makers as well as engineers and IT personnel. The ideal candidate will have experience and success working with relevant VARs, and some technical background with communications and broadcasting technologies such as webcasting, web conferencing, video conferencing, content delivery networks, content management systems and front-end web development.

Requirements:
• Successfully target and prospect for new customers.
• Background working with high profile enterprise and/or higher education accounts.
• History of achieving and exceeding sales quotas.
• Superior telephone and written communication skills.
• Knowledge of:  streaming, video conferencing, e-learning or online publishing solutions.
• Superior time management and interpersonal skills.

Education and Experience:
B.S degree in technical or business field