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 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 Responsibilities1. 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
- 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
- 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
- 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
- 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
- Apply creative and innovative approaches to develop new sales opportunities
- Leverage internal expertise to help partners and customers solve operational challenges
- Focus on outcome‑driven selling aligned to customer and partner business objectives
- Demonstrate measurable business value and return on investment
- Monitor market trends, competitor activity, and customer needs
- Feed insights into the business to support product positioning and future growth
- Maintain accurate pipeline management, forecasting, and reporting in CRM tools
- Provide regular updates on performance, risks, and opportunities to senior management
- 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
- University degree or equivalent vocational qualification
- 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)
- Proficiency in Microsoft Office 365 (Word, Excel, PowerPoint)
- Experience using CRM systems (e.g., Salesforce.com)
- Customer‑facing, sales‑focused role with significant interaction with partners, end‑customers, and internal teams
- Hybrid working model: home, office, and partner/customer sites
- Willingness and ability to travel frequently (often internationally)
- Valid driving licence
- Valid passport
- Ability to obtain and hold required business visas for assigned territories
Top Skills
What We Do
At Johnson Controls, we transform the environments where people live, work, learn and play. From optimizing building performance to improving safety and enhancing comfort, we drive the outcomes that matter most. Dedicated to protecting the environment, we deliver our promise in industries such as healthcare, education, data centers and manufacturing. With a global team of 100,000 experts in more than 150 countries and over 130 years of innovation, we are the power behind our customers’ mission. Our leading portfolio of building technology and solutions includes some of the most trusted names in the industry, such as Tyco®, York®, Metasys®, Ruskin®, Titus®, Frick®, Penn®, Sabroe®, Simplex®, Ansul® and Grinnell®.
