Territory Sales Representative-Mid-Market

New Business Development

Identify and target mid-market organizations within the assigned territory to generate new business opportunities, typically involving larger IT footprints and more complex infrastructure than SMB accounts. Develop and implement effective lead generation strategies, including networking, attending industry events, and leveraging digital marketing tools. Conduct thorough research to understand the IT and cybersecurity needs of prospects, including compliance requirements, multi-location environments, and existing vendor relationships, and tailor solutions to meet those needs. Build and manage a pipeline of qualified opportunities through longer, multi-touch sales cycles involving several decision-makers and influencers.

Strategic Sales

Engage with key decision-makers, including C-suite, IT Directors, and Operations leaders — to understand business challenges and present tailored IT and cybersecurity solutions. Collaborate with internal teams, including technical experts and solutions architects, to develop comprehensive, often customized proposals that address complex prospect environments. Conduct product demonstrations and executive-level presentations to showcase the value, ROI, and risk-reduction benefits of our solutions. Lead contract negotiations for higher-value, multi-year agreements and drive deals to close. Ensure a smooth handoff to the account management/customer success team post-close to set up long-term client success.

Market Analysis and Reporting

Stay informed about industry trends, competitive landscape, and emerging technologies relevant to mid-market IT buyers. Provide regular reports on sales activities, pipeline status, and market feedback to senior management. Utilize CRM tools to track and manage sales activities across longer sales cycles, ensuring accurate and up-to-date records.

Collaboration and Teamwork

Work closely with marketing, product development, and account management teams to ensure a seamless transition from prospect to client. Participate in sales meetings, training sessions, and professional development opportunities to enhance skills and knowledge.

Requirements

• Proven track record of success in new business/hunting sales roles, preferably in the Managed IT Services or Cybersecurity industry, with experience selling into mid-market organizations.
• Minimum 3-5 years of experience in mid-market or complex B2B sales, with demonstrated ability to manage longer sales cycles and multi-stakeholder deals.
• Strong understanding of IT solutions, including managed services, cloud computing, cybersecurity, and compliance-driven environments.
• Experience navigating organizational buying committees and building consensus across technical and business stakeholders.
• Excellent communication, negotiation, and executive-level presentation skills.
• Strong prospecting and pipeline-generation skills, with a demonstrated hunter mentality.
• Self-motivated, goal-oriented, and able to work independently as well as part of a team.
• Proficiency in using CRM software and other sales tools.
• Current vaild driver's license

Preferred Skills/Experience

• Experience using HubSpot CRM
• Experience in Sandler Sales training

Physical / Mental Requirements

• Sit Frequently at a desk
• Frequent fine hand and finger movements (keyboard, writing, mouse movement)
• Continual close visual acuity for reading
• Hearing and Speaking for communication within and outside of company.
• May be required to lift/push/pull up to 10 pounds for set up/movement of office equipment

Mental Requirements

• Must be able to consistently:
• Learn new tasks,
• Remember Processes,
• Maintain focus,
• Complete tasks independently,
• Make timely decisions in the context of a workflow,
• Able to communicate effectively,
• Able to adhere to process protocol in a timely manner

We Are An Equal Opportunity Employer

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. Applicants who have disabilities may request that accommodations be made in order to complete the selection process. EEO is the law. To review your rights under Equal Employment Opportunity please visit: www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf.

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