Territory Manager

The Territory Manager at LogicGate is responsible for developing a strategic territory plan, generating new business pipelines through multiple outreach methods, leading customers through the sales lifecycle, advocating for customer needs, and leveraging sales enablement tools to refine sales activities. This role includes maximizing revenue growth while ensuring customer satisfaction.

To qualify for the Territory Manager role at LogicGate, candidates should have a minimum of 3 years of SaaS sales experience, with a successful track record in pipeline generation and quota achievement. Strong relationship-building skills and a passion for learning about the GRC landscape are vital for this position.

LogicGate provides Territory Managers with advanced sales technology, access to marketing automation, buyer intent signals, and sales enablement tools. This support is designed to enhance performance, allow for effective measuring of activities, and provide best practice consultations for customers, helping them achieve their goals.

The work culture at LogicGate promotes inclusivity, curiosity, and collaboration. Territory Managers are encouraged to bring their authentic selves to work and engage with diverse teams. The company values DEIB initiatives and provides opportunities for professional growth and participation in Employee Resource Groups.

The compensation for a Territory Manager at LogicGate includes a competitive base salary ranging from $105,000 to $120,000, along with variable compensation, equity, and comprehensive benefits. Factors such as qualifications and skills influence actual salaries to ensure fair compensation.

To develop a territory plan as a Territory Manager, first, analyze your target market and identify key verticals. Next, utilize data from Salesforce to prioritize accounts based on buyer intent signals and potential value. Finally, set specific milestones for outreach and nurture relationships strategically.

In generating business pipelines, I focus on multi-channel outreach, including cold prospecting, social media engagement, and leveraging partnerships. I believe in fostering genuine relationships and consistently refining my approach based on customer feedback and market trends.

To close a deal in the GRC space, I prioritize thorough understanding of the customer's needs, build trust through transparent communication, and collaborate with Solutions Engineers for effective demos. Crafting a compelling proposal that highlights specific use cases and return on investment is also crucial.

Handling objections requires active listening and empathy. I ask clarifying questions to understand the root of their concerns, provide informative responses that address their needs, and reinforce the value of our solution while maintaining an open dialogue.

I stay updated on trends in the GRC market by following key industry publications, participating in webinars, and engaging with thought leaders on social media. I also regularly connect with our product team to understand our innovations and how they align with current market demands.

I've utilized a variety of sales tools including CRM systems like Salesforce to track customer interactions, marketing automation platforms for lead nurturing, and analytics tools to assess buyer behavior, all aimed at refining sales strategies and improving conversion rates.

In a successful negotiation, I prepared thoroughly by understanding the client’s needs, developed a win-win proposal that highlighted mutual benefits, and maintained flexibility to find common ground. Effective communication and follow-up were key elements that led to a satisfactory closing.

Excellent customer service means being responsive, attentive, and proactive in addressing customer needs. It involves not just solving problems, but also anticipating them, providing valuable insights, and ensuring that customers feel heard and valued throughout their journey.

I would advocate for customers within LogicGate by actively listening to their feedback, relaying their needs to the product team, and suggesting enhancements based on user experiences. Creating a feedback loop ensures that customer voices are prioritized in our development process.

My motivation to meet and exceed sales targets comes from a genuine passion for helping customers find solutions that drive their success. Setting personal benchmarks and celebrating milestones also fuels my ambition to achieve and contribute positively to team goals.