Role Summary

The Territory Sales Manager is responsible for driving direct revenue growth within an assigned territory while leading collaboration with internal resellers and strategic partners. This role is ideal for a sales leader with deep manufacturing industry experience, particularly in industrial software, CNC machining environments, or engineering-driven sales cycles.

The position blends hands-on technical selling with channel and partner enablement. Success requires a strong understanding of manufacturing workflows, plant-floor realities, and engineering buyer personas, along with the ability to lead reseller performance within a defined commercial framework.

Key Responsibilities

Direct Sales (Manufacturing-Focused)

• Drive new business and expand existing accounts across manufacturing, machining, aerospace, automotive, and industrial engineering customers.
• Lead technical sales engagements, including manufacturing-specific product demonstrations tailored to real-world production challenges.
• Manage the full sales cycle—from prospecting and qualification through quoting, negotiation, and close.
• Develop and execute strategic account plans aligned to manufacturing customer needs, production cycles, and renewal timelines.
• Consistently meet or exceed revenue targets using disciplined pipeline management.
• Leverage Salesforce for forecasting, reporting, and performance tracking.

Internal Reseller & Channel Leadership

• Serve as the regional lead for internal resellers selling manufacturing software solutions within a shared commercial framework.
• Onboard, train, and enable resellers on product positioning, licensing standards, and manufacturing use cases.
• Coordinate joint marketing, lead generation, and customer engagement efforts focused on manufacturing customers.
• Define reseller expectations and monitor performance against KPIs, including sales execution, technical readiness, and first-level support.
• Ensure smooth transactional workflows including pricing alignment, order processing, and maintenance renewals.
• Set growth targets for resellers and conduct regular performance reviews.

Partner & OEM Ecosystem Development

• Develop co-selling and go-to-market relationships with machine tool builders, CAM/CAD vendors, tooling providers, and OEM partners.
• Support technical and commercial alignment with ecosystem partners to deliver integrated manufacturing solutions.
• Identify opportunities to embed or position solutions within OEM-led manufacturing environments.

Internal Collaboration

• Partner cross-functionally with Product, Marketing, Support, and Finance to align go-to-market execution.
• Provide market feedback on manufacturing trends, competitive positioning, and customer requirements to inform product and sales strategy.

Education & Experience

• Bachelor’s degree in Engineering, Manufacturing, Business, or a related technical field required; MBA preferred.
• 3+ years of B2B technical sales experience within manufacturing, industrial software, or engineering-driven environments.
• Proven success managing complex sales cycles and consistently achieving quota.
• 1-2 years of experience working with channel partners, resellers, or OEMs strongly preferred.
• Demonstrated experience selling to engineering, manufacturing, or operations stakeholders.

Required Skills & Qualifications

• Strong understanding of manufacturing processes, CNC machining, or industrial production environments.
• Proven ability to sell complex technical solutions into manufacturing organizations.
• Full-cycle sales expertise from prospecting through close and renewal.
• Consistent track record of meeting or exceeding quotas.
• Proficiency with Salesforce for pipeline management and forecasting.
• Ability to deliver tailored technical demos grounded in manufacturing workflows.
• Excellent communication, negotiation, and relationship-building skills.
• Strong organizational skills with focus on KPIs and performance metrics.
• Willingness to travel 50%+ to customer sites, manufacturing facilities, and partner locations.

Preferred Qualifications

• Hands-on experience with CNC machining, CAM/CAD software, or manufacturing engineering tools.
• Background working with OEMs, machine tool builders, or industrial ecosystem partners.
• Experience developing reseller growth strategies and monitoring partner performance.
• Advanced Salesforce reporting and analytical skills.