Territory Account Manager

Responsibilities

• Meet and exceed all sales plans/ targets
• Develop, manage, and grow strategic relationships with authorized channel partners supporting the Life Sciences Channel portfolio.
• Drive bookings growth by executing partner-led sales strategies aligned to target customers and market segments.
• Enable channel partners through training, joint business planning, sales enablement tools, and product education to ensure effective market execution.
• Collaborate closely with channel sales teams to coordinate go-to-market initiatives, pipeline development, and account coverage.
• Support and execute tabletop events at key channel partners customer sites to drive product awareness and generate qualified leads.
• Maintain and manage demo units and sample inventory, ensuring timely availability for customer visits, trials and channel partner support.
• Identify new channel opportunities and recruit, onboard, and ramp qualified partners to expand market coverage and customer reach.
• Prospect and develop new customer relationships through cold calling, email outreach, networking, and client referrals.
• Expand business within the assigned territory by identifying opportunities, understanding customer needs, and presenting tailored solutions.
• Conduct in-person and virtual meetings, product demonstrations, and consultations.
• Train end-users on equipment functionality and ensure customer satisfaction post-installation.
• Maintain an up-to-date pipeline using CRM software to track opportunities, customer data, and sales activity.
• Up to 30% travel required

Qualifications

• Bachelor’s degree in Business, Life Sciences, Marketing, or a related field; or equivalent combination of education and relevant experience.
• 2-5+ years of sales experience in Life Sciences, including pharmaceutical, biotechnology, medical device, diagnostics, or laboratory solutions (level adjustable based on role seniority).
• 2+ years of channel, partner, or indirect sales experience, with demonstrated success managing distributor, reseller, or strategic partner relationships preferred.
• Proven track record of meeting or exceeding revenue targets through partner-led or hybrid (direct + channel) sales models.
• Experience supporting complex, consultative sales cycles, including multi-stakeholder decision-making and longer buying timelines.
• Demonstrated ability to build and execute joint business plans, pipeline development strategies, and partner enablement programs.
• Experience collaborating cross-functionally with marketing, product management, operations, and direct sales teams.
• Proficiency with CRM systems (e.g., Salesforce or equivalent), pipeline forecasting, and performance reporting.
• This role requires the ability to lift and transport equipment weighing up to approximately 40 pounds for customer demonstrations and installations.

Pay

Base salary: $80,000–$100,000 base. OTE: $120,000–$150,000, inclusive of base salary and variable commission. Commission earnings are performance-based and governed by the company’s commission plan.