Johnson Controls→
Territory Account Manager at Johnson… · Flemish…
Skills
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
Interested?
Have we piqued your interest? Contact us now and we will process your application or any questions very shortly. You can submit your application via our website (preferably) to Cinzia Correnti (Senior Talent Acquisition BeNeLux).
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