Territory Account Manager (South Central Region)

Kodak Alaris is a global technology company that's delivering future value through customer solutions. Our advanced, patented intellectual property combines breakthrough technologies, digital transformation, and human know-how to unlock the power of images and information. We make businesses run faster, governments run smarter and provide consumers innovative solutions to preserve and enjoy their most cherished memories. Our future is powered by our employees' creativity. Expect a lot from Kodak Alaris and know that we expect a lot of ourselves and the performance of the company.

The Alaris division of Kodak Alaris is a leading provider of information capture solutions that simplify business processes. We exist to help the world make sense of information with smart, connected solutions powered by decades of image science innovation. Our award-winning range of scanners, software and services are available worldwide, and through our network of channel partners.

Overview:

Kodak Alaris is seeking a dynamic Territory Manager for the South Central region. This role is pivotal in driving revenue growth through Channel Partners, such as Value-Added Resellers (VARs), Solution Providers, System Integrators, BPO's, ISV's and key enterprise accounts. The Territory Manager will spearhead channel demand generation, sales, and territory management, working with both existing and new partners to ensure profitable Kodak Alaris practices. We are looking for a passionate, customer facing and proactive individual to drive channel accountability and growth.

Key Responsibilities:

• Partner Account Management:
• Enable partners to generate profitable revenue growth by understanding their business models and drivers.
• Tailor the Kodak Alaris value proposition to fit partner business models, providing differentiated consultancy.
• Manage coverage to deliver business targets and drive partner commitment.
• Focus on market strategies, partner recruitment, retention, and development.
• Make key decisions impacting partners and Kodak Alaris, including pricing, marketing budgets, and service models.
• Strategic Planning and Execution:
• Provide sales enablement and support for top accounts across the territory utilizing the entire Kodak Alaris team.
• Work closely with the Kodak Alaris Distribution Manager and Public Sector Sales Specialist for identification of new partner recruitment, partner mapping, and territory execution plan.
• Develop and execute comprehensive strategic business plans with key partners, setting specific revenue goals.
• Establish effective working relationships at senior levels to build trust and engagement.
• Deliver compelling training presentations to equip partner sales teams.
• Drive new revenue and growth by exploring the full portfolio of Kodak Alaris products, including software and solutions.
• Develop partnerships with targeted new channel partners.

• • Develop a comprehensive support network designed to strengthen all aspects of partner enablement.
  • Evaluate partner performance and make necessary adjustments without negatively impacting current Kodak Alaris business.

• Business Advisory:
• Advise and support partners in developing business plans to achieve territory goals.
• Introduce innovative ideas and challenge current thinking to gain stakeholder support.
• Consult with partners to develop action plans to close strategic gaps.
• Provide regular feedback to Kodak Alaris teams on market trends, business risks, program effectiveness, and partner challenges.

Required Education, Experience & Skills:

• Bachelor's degree in business administration or equivalent experience.
• 7+ years of direct and channel sales experience with a proven record of top performance.
• Skilled in developing sales strategies to consistently grow revenue for indirect business.
• Experience in recruiting, managing, and developing indirect sales channels.
• Team-oriented with a positive attitude and strong work ethic.

• Strong understanding and communication skills regarding Intelligent Document Processing software solutions and/or Document Scanner products.
• Proven track record as a sales hunter, responsible for identifying and securing new direct business opportunities to support channel initiatives.

• Proficient in C-Level executive selling, complex sale development, and reinforcing the Kodak Alaris value proposition.
• Excellent oral and written communication skills, including effective presentation and negotiation skills.

• Proficient in utilizing CRM systems to effectively manage and track sales pipeline, ensuring accurate forecasting and timely follow-up on opportunities.

• Proven ability to lead and manage multiple projects simultaneously.
• Ability to work across all organizational levels, from peers to executives.
• Strong financial acumen, skilled in defining total cost of operation and developing pricing elements for technology, solutions, and services proposals.
• Travel 50-70%.

Salary Range: $72,000 - $95,000 base salary plus commission

Kodak Alaris is an Equal Opportunity Employer and strong advocate of workforce diversity. Race/Color/Gender/Sexual Orientation/Gender Identity/Religion/National Origin/Disability/Veteran.

As a member of the Kodak Alaris team you will be eligible to participate in our flexible benefits program which include paid flexible time off, health, dental and vision coverage, paid sick leave, paid parental leave, 401(k) plan with company match, short-term and long term disability coverage and life insurance.