Job Description

Territory Account Manager
Warsaw

-

Poland
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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

1. 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

2. 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

3. 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

4. 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

5. 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

6. Innovation & Value Creation

Apply creative and innovative approaches to develop new sales opportunities
Leverage internal expertise to help partners and customers solve operational challenges

7. Outcome‑Based Selling

Focus on outcome‑driven selling aligned to customer and partner business objectives
Demonstrate measurable business value and return on investment

8. Market Intelligence

Monitor market trends, competitor activity, and customer needs
Feed insights into the business to support product positioning and future growth

9. 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

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

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