Territory Sales Representative-Mid-Market

Identify and target mid-market organizations within the assigned territory to generate new business opportunities, typically involving larger IT footprints and more complex infrastructure than SMB accounts. Develop and implement effective lead generation strategies, including networking, attending industry events, and leveraging digital marketing tools. Conduct thorough research to understand the IT and cybersecurity needs of prospects, including compliance requirements, multi-location environments, and existing vendor relationships, and tailor solutions to meet those needs. Build and manage a pipeline of qualified opportunities through longer, multi-touch sales cycles involving several decision-makers and influencers. Engage with key decision-makers, including C-suite, IT Directors, and Operations leaders, to understand business challenges and present tailored IT and cybersecurity solutions. Collaborate with internal teams, including technical experts and solutions architects, to develop comprehensive, often customized proposals that address complex prospect environments. Conduct product demonstrations and executive-level presentations to showcase the value, ROI, and risk-reduction benefits of our solutions. Lead contract negotiations for higher-value, multi-year agreements and drive deals to close. Ensure a smooth handoff to the account management/customer success team post-close to set up long-term client success. Stay informed about industry trends, competitive landscape, and emerging technologies relevant to mid-market IT buyers. Provide regular reports on sales activities, pipeline status, and market feedback to senior management. Utilize CRM tools to track and manage sales activities across longer sales cycles, ensuring accurate and up-to-date records. Work closely with marketing, product development, and account management teams to ensure a seamless transition from prospect to client. Participate in sales meetings, training sessions, and professional development opportunities to enhance skills and knowledge. This is a true hunter role focused on prospecting, building pipeline, and closing new logos rather than managing an existing book of business. The position is remote, work-from-home, and requires a current valid driver's license.