eFolder is seeking a Territory Manager to join its growing Denver office. Reporting to the Sales Director, this individual contributor is the Closer of new business. You will convert prospective channel partners into eFolder partners by having them purchase any of our products/solutions.
You are in charge of an entire sales territory (numerous US states/Canadian provinces), and this vast territory is all game for hunting new business. Sales opportunities are generated for you by your colleagues on the Sales Development team. From there, you manage and develop your own pipeline and funnel, driving the sales cycle of the opportunity as follows:
- Accept/ reject those sales opportunities (based on objective criteria set by management)
- Have a discovery needs/business assessment with the prospective partner
- Conduct a product demo (with the help of your Sales Engineer colleague as needed)
- Negotiate terms and conditions (pricing discussion)
- Handle sales and technical objections
- Close the deal
The cycle of “Qualify > Evaluate > Negotiate > Close” with channel partners is something you are very familiar with, having driven business for other software companies in previous positions. You love channel partners and the thrill to bring a new technology to them.
This solution-oriented selling position centers on building great relationships with partners by selling eFolder solutions that align with the partners’ specific business goals or needs in terms of BDR (Business Disaster & Recovery) and/or File Share & Sync. Each deal is sealed in the form of a Mutual Success Plan, which you are accountable for.
Major Accountabilities:
- Build and maintain relationships with MSP owners and IT contacts via meetings, calls and emails
- Use a Consultative Sales Approach:
- Clarify partners’ business needs
- Identify partner goals, challenges, pain points and underlying purchase motivations
- Articulate how eFolder’s solutions align to partners’ situations
- Negotiate deal closure, delivery and specifications
- Collaborate efficiently and effectively with cross-functional teams that support the making of the deal: Partner Enablement Specialists, Sales Engineers, Account Managers, Product Managers, etc.
- Pay attention to details - utilize Salesforce to ensure all activities/opportunities are documented properly
- Maintain knowledge of market conditions and competitive activities
- Demonstrate excellent understanding of the industry, including competitive issues and products, in order to have meaningful conversations with prospects
- Bachelor’s degree
- 3+ years as a Closer/Account Executive with demonstrable quota achievement/over-achievement (technical or solution-selling sales experience preferred)
- 5+ years in a selling role for a B2B software company – experience in a SaaS environment (with Monthly Recurring Revenue as the main sales success metric) is a big plus
- Backup, disaster recovery, storage, or security software market experience is a huge plus
- Experience generating 3x to 4x pipelines for B2B sales deals is a must
- Experience using consultative sales skills
- Familiarity with the IT channel is a plus
- High Salesforce.com proficiency
- Proven work-ethic and time-management skills; excellent organization and prioritization
- Inquisitive attitude, strong interpersonal skills, and mastery at making deals
Big Challenges. Big Impact.
Our mission is to provide peace of mind by protecting and empowering business productivity. Through our network of thousands of IT channel partners, our solutions protect the lifeblood of thousands of businesses worldwide---their data. Your work, passion, and innovation will safeguard billions of dollars of our customers' revenue from the catastrophic effects of data loss or lost productivity.
We foster a fast-paced, collaborative, agile, customer-focused environment. We engineer for extreme scale and reliability. We don't settle for second best. Sound familiar? Join us! We headquartered in Denver, Colorado, with remote employees across the world.
Our Story
eFolder provides an award-winning suite of cloud-enabled data protection services, distributed exclusively through our network of partners. Designed from the ground up for IT service providers (including MSPs, VARs, CSPs, and integrators), eFolder’s solutions enable partners to enter the rapidly growing cloud backup, file sync & sharing, and business continuity markets, providing valuable services while generating profitable recurring revenues. Historically bootstrapped and now private equity backed, eFolder has experienced exponential organic growth, and continues to rapidly grow organically as well as through acquisition.
Our Philosophy
- We don't want to provide you with a job, we want to empower careers that stoke your passions and challenge you to grow as a person
- We tackle hard problems.
- We're not afraid of failures--we learn and move on.
- We have a team-centric culture and extreme customer focus.
- We treat our employees as good as we treat our customers.
- We don't settle for second-class efforts---be proud of your work and those you work with.
- We value diversity and the richness it brings to our interactions and services.
- Benefits. Lots of them. For example, we pay 100% of insurance premiums for you and your family.
Our Values
Our core values are an integral part of who we are and how we do business: We Care, We’re Listening, and Together We Can.