Territory Account Manager (TAM)

WatchGuard Technologies   •  

Atlanta, GA

Industry: Technology


5 - 7 years

Posted 44 days ago

Why Work for WatchGuard?

At WatchGuard we create smart security, simply done. We’re a leader in building cybersecurity hardware, wireless, and cloud solutions that protect small and midsize businesses, and distributed enterprises worldwide. Our award-winning networksecurity solutions provide layered, enterprise-grade protection that is easy to deploy and manage. Whether you are an industry veteran, or at the beginning of your career, now is an amazing time to work in the security industry, and there’s never been a better time to be at WatchGuard.

We love solving the industry’s toughest challenges, and our innovation keeps our customers ahead of increasingly sophisticated hackers, which has fueled record revenues. We’re heavily reinvesting in the company, and driving rapid acceleration across all aspects of our business. As a result, our employee base has nearly doubled in the last three years, organically and through acquisition.

Our company culture places intense focus on our customers and employees. From the newest employee to our CEO, you'll find that each person at WatchGuard embodies our core values: accountability, passion for success, community building, and maintaining a customer focus in all things.

WatchGuard Technologies is privately backed by equity firms Vector Capital and Francisco Partners, and has headquarters in Seattle, Washington, with offices throughout North America, Europe, Asia Pacific, and Latin America.

Primary Objectives

The Territory Account Manager is responsible for overseeing the development and management of assigned/named accounts and managed services provider (MSP) accounts to achieve WatchGuard’s assigned sales objectives (quota). Sell WatchGuard’s product line through channel partners to assigned accounts. Key to the roll will be establishing revenue generating relationships with new accounts as well as invigorating some number of assigned existing accounts. Plan and develop goals and objectives for optimizing existing and new large accounts and prospects. Create proposals, negotiate agreements, support creation and implementation of programs and maintain a strong overall relationship with large resellers and major accounts. Interface with other departments as needed to support customers and prospects in achieving all sales objectives.

Duties & Responsibilities

  • Forecast accurately, expected revenues by quarter
  • Manage expenses against quarterly budget
  • Manage all aspects of the customer relationship between WatchGuard and assigned accounts/MSPs
  • Identify opportunities and challenges within account base and create strategies to maximize sell through, profit, revenue, and market share
  • Create and drive sales plan to achieve sales and profit targets for current and prospective assigned accounts
  • Develop and negotiate terms and conditions for accounts to effectively manage overall growth at each assigned account
  • Work closely with VAR, National/Named Partners and Channel Sales Team as we fulfill major account customer requirements in the territory through those channel resources

Education, Knowledge, Skills & Competencies

  • Bachelor's degree in business, sales, marketing or equivalent training in business or sales management
  • Six (6) plus years of sales experience with at least 4 years as large account developer and manager
  • Prior experience in the network/enterprise security space required
  • Demonstrated ability to build relationships at national reseller and distribution accounts
  • Proven track record of sales excellence with national reseller and distribution accounts; proven track record of sales into major accounts
  • Proven and consistent achievement of assigned objectives and quota’s
  • Strong verbal, written communication and presentation skills
  • Knowledge of networking infrastructure and Internet security industry


  • As required