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Territory Manager (2013388)

Location:2970, Denmark
Job Category:Novell Jobs
Date Posted:11/27/2013

Job Description
Territory Manager Denmark/Novell:
The job requires the candidate to take ownership of all sales activities for the Danish territory which requires account management of key accounts and Partner Management of named key partners (KMD, Steria, ITQ, Cispa, PWC, NNIT, Arrows). Key for execution will be management and execution of customer engagements in teamwork with Novell Technical Specialist to secure qualified pipeline building activities relevant to Business objectives on New Novell business & customer retention (MR). The candidate should have considerable experience in working with Software Solution Sales in a mixed role of direct and indirect approach in order to be able to create new business pipeline-building and execute sales progression via Partners and directly(go in front).

Place in the organization

The position reports into the Regional Director EMEA North in Denmark who is part of the EMEA Management team.

Main responsibilities

  • Take over responsibility for a sales quota and achieve target with customers and prospects in assigned territory.
  • Maintain high level of partner and customer satisfaction within the assigned territory
  • Take ownership of identified leads and manage these opportunities through the whole sales cycle
  • Identify and clarify business needs within accounts in your territory
  • Expand the ongoing channel strategy for Novell in your territory, create and implement sales campaigns for the business partners to increase product knowledge, sales and market penetration, together with an experienced (pre) sales colleague that shares this responsibility and Novell Consulting.
  • Work closely together with our channel business partners (company/sales leadership, account management, consulting services and project management) in order to generate revenue for Novell (and the channel partners).
  • Represent Novell at roadshows, events and other occasions.
  • Act as liaison to the Novell Denmark team, the TMs across EMEA as well as the other colleagues within the other 3 business units – each represented in the Danish team.


  • Professional education preferably in economics, sales or marketing.
  • 5+ years of high-end technology Solution sales experience, plus extensive experience in channel sales – in particular Managed Service Providers and Systems Integrators.
  • Proven ability to exceed sales objectives by selling complex IT solutions.
  • Strong communication skills including written, presentation, verbal and listening skills, in Danish and English. We expect candidates to be able to understand and communicate technical Solution concepts.
  • Ability to plan the work carefully in advance (forecasting within own territory).
  • Strong understanding of IT Solution concepts, including infrastructure and mobility(BYOD) as well as Virtualization, cloud computing, etc. preferred or demonstrate a self-motivated ability to acquire/accumulate knowledge ad hoc from previous work experience..,
  • Ability to communicate with all levels of an organization & manage relationships with business partners & other members of the Novell sales & consulting teams. Be able to devise and execute business cases internally as well as externally.
  • Ability to work in a tight team environment.
  • Excellent time management and organizational skills.
  • Attention to detail, highly self-motivated and flexible.
  • Exhibits creativity in thought and action.
  • Ability to identify key issues and solve problems as an individual and/or team effort.
  • Exemplary client relationship skills.
  • Bachelor’s Degree in related field preferred.
  • Willing to travel occasionally on business throughout the region, and to the US.

What does Attachmate offer?

  • A dynamic, experienced and professional team.
  • The possibility to grow and expand your experience beyond the assigned territory/accounts.
  • A competitive remuneration package.
  • Extensive training on the job.
  • Professional Development: The ideal candidate commit to, and follow through on a development plan that will build the skills (sales, product, business management, technology, etc) necessary in order to be recognized by customers as an Attachmate representative and as an accomplished sales professional.
Learn more about us at and
For more information please contact Gerry Reilly , Human Resources Director .

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Job Location
2970 Horsholm, Copenhagen, , Denmark
Position Type
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