Description:
We are seeking a results-driven Senior Territory Manager to drive revenue growth through strategic partner engagement and channel development. This role is responsible for building and executing territory plans, strengthening relationships with distributors and resellers, and positioning the company’s cybersecurity portfolio to meet customer and partner needs. The ideal candidate combines strong sales execution with deep understanding of security solutions and channel dynamics, and thrives in a remote, quota-driven environment.
Key Responsibilities
- Drive Channel Sales Growth:
Own and execute the sales strategy for the assigned territory, consistently achieving or exceeding quota through channel partners.
- Pipeline Development & Forecasting:
Build and maintain a strong, qualified sales pipeline; deliver accurate monthly, quarterly, and annual forecasts.
- Partner Relationship Management:
Develop and nurture strategic relationships with distributors, resellers, and key enterprise accounts to drive long-term growth.
- Channel Strategy & Enablement:
Design and implement effective channel sales strategies, including partner enablement, joint go-to-market initiatives, and sales programs.
- Joint Business Planning:
Create and execute joint business plans with partners, aligning on revenue targets, growth strategies, and execution tactics.
- Territory & Partner Governance:
Manage strategic partner engagements, including annual planning, quarterly business reviews (QBRs), and performance tracking.
- Solution Selling & Value Positioning:
Translate the company’s cybersecurity value proposition into compelling partner-led sales motions, proposals, and customer presentations.
- Incentive & Growth Programs:
Identify and implement creative incentives and promotional opportunities to accelerate partner-driven sales.
- Product & Market Expertise:
Act as a subject matter expert on the company’s cybersecurity solutions, supporting partners and customers with technical and business insights.
Requirements
- Demonstrated success in consistently meeting or exceeding sales quotas in a channel-driven environment
- Proven experience operating in a remote, field-based sales role
- Established relationships with enterprise customers and channel partners (distributors/resellers)
- Strong understanding of cybersecurity concepts and solution-based selling approaches
- Ability to develop and execute regional strategies aligned with broader organizational goals
- Excellent communication, presentation, and stakeholder management skills
- High attention to detail with strong organizational discipline
- Self-motivated, collaborative, and effective in cross-functional and remote team environments
- Willingness to travel within the assigned territory
Education & Experience
- Minimum of 8 years of relevant experience in channel sales, cybersecurity, or enterprise technology sales