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Territory Account Manager - WEST

Position will be based in the western US, preferably California, Arizona or Colorado.
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Higher Ground Background

Focused on functional protection, Higher Ground designs laptop and tablet cases for students, educators, and mobile users with a simple goal: purposeful, value-driven products that prevent damage while making technology more accessible and easier to use anytime, anywhere. Higher Ground also strives to minimize environmental impact while bringing value to its customers, partners, and planet!

Job Summary

The Territory Account Manager's (TAM) West responsibilities encompass the development and achievement of revenue goals in their assigned region. The TAM is responsible for building lasting relationships with all end-user clients, channel partners, resellers, and value-added resellers (VAR’s) focused on both the education and B2B markets in their assigned territory. The TAM collaborates and coordinates with the sales team and other customer support functions within the company to ensure proper account support, identified opportunities, and customer needs are met. Must have K12 sales experience.

Essential Duties

✤ Responsible for targeting Channel Partner/Var/Reseller accounts and limited end-user accounts, in their specific territory. Develop relationships and manage account activity to ensure goals are achieved.

✤ Actively engage in sales calls and training with current and prospective Channel Partners/Vars/Resellers to enhance the promotion of Higher Ground Gear with end-user accounts.

✤ Actively engage in sales calls, partner mapping, and training with OEM account managers, distributor account reps, and other influencers to increase channel partner/reseller account penetration in the region.

✤ Conduct training events with Channel Partners/Vars/Resellers to ensure knowledge and grow awareness of Higher Ground Gear’s products, programs, and services, by their sales representatives.

✤ Complete call reports, and weekly pipeline reports of all large opportunities identified above and beyond normal run rate business and manage rolling 12-month forecasts for the region, and ensure timely communications with the operations team to ensure forecast demands are integrated into demand forecasting.

✤ Consistently provide competitive updates on products, promotions, pricing, and services to market research and sales management.

✤ Primary attendee for trade shows in your region and other onsite marketing activities in the territory.

Organizational Contacts

Internal: All departments, field sales and sales management.

External: Manage relationships with top Channel Partners/Vars/Resellers in the territory to ensure awareness levels are maximized.

Sales Reps from major OEMs involved in selling hardware solutions to all education and B2B markets in the territory.

Work with decision-makers in selective k12, Higher Ed district and school administrators to position Higher Ground Gear in bids, contracts, and other opportunities as presented. Work with Fortune 5000 decision-makers in several B2B vertical markets.

Position Requirements / Qualifications


Four-year college degree in business or a related field or at least 4 years of demonstrated experience in selling and supporting the education and B2B markets.


Minimum 3 - 5 years, of current experience in the computer industry, including experience with channel partners/resellers selling into K12, Higher Ed and B2B markets. Existing network of contacts at VARS is highly desirable.

Individuals must possess a mature demeanor, be ambitious, and a self-starter with the ability to operate effectively with minimal supervision.

Must possess a high level of energy with a demonstrated ability to make a substantial number of calls, handle a high volume of accounts and maintain a continuing rigorous pace.

Excellent time management skills and demonstrated ability to maintain detailed records for expenses and trip reports is required. Must be well-versed in using a CRM platform to document all sales activities.

Must be able to host and attend virtual meetings on multiple platforms including Google Meet, Zoom, Microsoft Teams, and GoToMeeting.

Must be willing to travel within the assigned territory including some weekends for meetings and tradeshows.


Base Salary: Commensurate with experience

Baseline Commission: 3% of the total sales in your assigned territory

Profit sharing: A bonus / profit sharing plan is in place for all staff who have worked at least 1000 hrs in the current fiscal year and are employed by HG at the time of distribution.

Health Insurance: Not available for staff out of Michigan (base salary will factor this in)

SEP Participation: available after 2 years with the company. As the second component to the profit sharing plan, a portion of profits will be allocated to SEP retirement accounts.

2023 Assigned States in Your Territory Will Be: Alaska, Arizona, California, Colorado, Hawaii, Idaho, Montana, New Mexico, Nevada, Oregon, Washington, and Wyoming.

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