Territory Manager, Associate

Role Title: Territory Manager Associate – Inside Sales

Function: Sales – Inside Sales

Location: Bracknell, UK (Hybrid – minimum 3 days per week in the Bracknell Office)

Role Summary                                                     

The Territory Manager Associate (TMA) is an inside sales role responsible for driving net-new (KNA) customer acquisition and strategic application sales within a defined territory, working in close partnership with a designated Territory Manager (TM).

This role owns the full sales cycle for qualified opportunities that are assessed by the TM as being below revenue thresholds, as well as proactively identifying and progressing net-new (KNA) opportunities through outbound and digital engagement.

The Territory Manager Associate operates a digital-first, inside sales motion, based from the Bracknell office under a hybrid working model, collaborating with channel partners where appropriate to support demonstrations, site visits and solution delivery, while retaining ownership of the commercial process through to close.

Key Objectives

• Generate net-new (KNA) pipeline and revenue through structured inside sales strategy activity
• Qualify, progress and close opportunities routed from the Territory Manager
• Increase penetration of strategic and cross-sell applications within new customer accounts
• Execute a consistent inside sales motion aligned to Epicor sales processes and standards

Key Responsibilities

Opportunity Qualification & Pipeline Development

• Identify and engage new prospects through outbound calling, digital engagement, campaigns and partner collaboration
• Qualify inbound opportunities assessed by the Territory Manager as suitable for inside sales led execution
• Validate customer fit, application relevance, buying intent and commercial scope

Full Sales Cycle Management

• Own opportunities from qualification through to close, including discovery, solution positioning, commercial discussions and deal execution.
• Conduct structured discovery conversations to understand customer requirements and business objectives
• Maintain accurate opportunity management, forecasting and CRM discipline
• Conduct structured qualifications to validate customer metrics, decision criteria, economic buyer alignment, identified business pain, internal advocacy and competitive positioning prior to advancing opportunities

Strategic Application & Cross-Sell Execution

• Position and sell defined strategic and cross-sell applications to new customers
• Articulate application value aligned to customer operational and financial priorities
• Support adoption of Epicor cloud solutions through consultive, value-based conversations

Territory & Partner Alignment

• Work in close alignment with the Territory Manager to ensure effective opportunity routing and territory coverage
• Engage channel partners to support demonstrations, site visits and local engagement where required
• Coordinate partner involvement while maintaining ownership of opportunity progression and closure

Sales Process & Performance Management

• Deliver against pipeline creation and revenue targets
• Track activity levels, conversion metrics and opportunity progression
• Contribute to continuous improvement of Inside Sales execution and best practices

Succes Measures

• Net-new pipeline created
• Closed won revenue attainment
• Conversion rates and sales cycle efficiency
• Forecast accuracy and CRM compliance
• Effective collaboration with Territory Manager and Partners

Required Qualifications

• Experience in inside sales, commercial sales or full-cycle sales roles
• Demonstrated ability to generate and close new business
• Experience managing opportunities through the full sales cycle
• Strong communication and stakeholder engagement skills

Preferred Experience & Competences

• Experience selling SaaS, ERP or Enterprise software solutions
• 2 - 4 year of experience.
• Understanding of subscription-based revenue models
• Experience working with channel or partner-led sales models
• Consultive selling approach with sound commercial judgement
• Ability to operate effectively in a structured, metrics drive sales environment

Working Relationships

• Inside Sales Leadership
• Territory Manager
• Channel and Partner Teams
• Marketing and Sales Enablement

Whatever your career journey, we’ll help you find the right path. Through our training courses, mentorship, and continuous support, you’ll get everything you need to thrive. At Epicor, your success is our success. And that success really matters, because we’re the essential partners for the world’s most essential businesses—the hardworking companies who make, move, and sell the things the world needs.

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