Territory Manager

About the Role

The Territory Manager is responsible for driving demand generation and pipeline creation through strategic partner engagement and co-sell activities. Acting as an extension of the partner sales teams, the role focuses on identifying, developing and progressing opportunities within partner end-user accounts.

Working in close alignment with the Partner Account Manager (PAM), the Territory Manager does not own the partner relationship but complements the PAM by engaging with partner sales teams and end-user customers to uncover opportunities, position solutions and accelerate sales outcomes. The role combines business development, sales engagement, solution positioning and stakeholder management to deliver sustainable pipeline growth and revenue performance.

Key Responsibilitie

sPartner and End-User Engagemen

• tWork as an extension of partner sales teams to identify, create and develop opportunities within their customer base
• .Build and maintain strong relationships with partner sales teams and end-user stakeholders to increase solution awareness and demand
• .Develop trusted advisor relationships with key customer stakeholders, influencers and executive sponsors
• .Collaborate closely with Partner Account Managers to execute joint account plans and co-sell strategies
• .Support partners in identifying customer challenges and aligning solutions to business outcomes
• .Arrange and participate in customer meetings, workshops, discovery sessions and business reviews alongside partners

.
Business Development and Pipeline Creati

• onDevelop and execute growth strategies focused on generating qualified pipeline and increasing market penetration through partner channel
• s.Identify new business opportunities within existing partner accounts and end-user environment
• s.Conduct market and account research to identify customer needs, industry trends and potential opportunitie
• s.Drive proactive opportunity identification and lead generation activities across assigned partners and territorie
• s.Collaborate with partner sales teams to build, qualify and progress opportunities through the sales cycl
• e.Develop business cases and value propositions that address customer objectives and strategic prioritie

s.
Solution Positioning and Sales Supp

• ortPresent and demonstrate solutions to partner and customer audiences, articulating both business and technical val
• ue.Support partners and customers with pre-sales discussions, solution positioning and opportunity qualificati
• on.Work alongside technical and consulting teams to ensure solutions are aligned with customer requiremen
• ts.Act as a product champion, maintaining strong knowledge of the portfolio, solutions and competitive landsca
• pe.Support customer workshops, proof of concepts and other sales enablement activities where requir

ed.
Collaboration and Stakeholder Manage

• mentMaintain strong alignment with Partner Account Managers, vendor teams, internal sales teams and technical speciali
• sts.Clearly communicate the progress of pipeline, opportunities, campaigns and strategic initiatives to internal and external stakehold
• ers.Assist with customer escalations, objections and commercial discussions as requi
• red.Share market intelligence, competitive insights and customer feedback to support business planning and sales strat
• egy.Contribute to partner enablement activities and help develop sales capability within partner organisati

ons.
Forecasting and Repo

• rtingMaintain accurate pipeline and opportunity data within CRM sys
• tems.Forecast and track key sales metrics, quarterly pipeline targets and revenue attain
• ment.Prepare and deliver regular business updates, opportunity reviews and performance rep
• orts.Monitor progress against objectives and identify areas for growth and improve

ment.
Qualifications and Expe

rienceThe ideal candidate will

• have:Proven experience in business development, channel sales, vendor sales, account management or a related sales
• role.Experience working with technology vendors, systems integrators, MSPs, consultancies or channel par
• tners.Demonstrable success in generating new business opportunities and building sales pipe
• lines.Experience selling enterprise software, SaaS, workflow automation, ITSM, digital transformation solutions or similar enterprise technologies would be highly advanta
• geous.Strong understanding of partner ecosystems and co-sell sales mo
• tions.Experience delivering customer-focused solutions that address business challenges and out
• comes.Proficiency with CRM platforms such as Salesforce and Microsoft Office applica
• tions.Strong commercial acumen with the ability to identify, qualify and progress opportun
• ities.Experience presenting to stakeholders at all levels, including senior leadership and C-suite execu
• tives.Bachelor's degree in Business, Sales, Marketing, IT or a related discipline, or equivalent relevant exper

ience.
Skills and Compe

• tenciesExcellent relationship-building and stakeholder management
• skills.Strong communication, presentation and influencing abi
• lities.Commercially driven with a strong focus on results and pipeline gene
• ration.Ability to work collaboratively across vendor, partner and customer organis
• ations.Strong organisational skills with the ability to manage multiple opportunities simultan
• eously.Self-motivated, proactive and able to work indepen
• dently.Strong planning, forecasting and time management
• skills.Customer-focused with a consultative sales ap
• proach.High attention to detail and commitment to quality exe
• cution.Ability to learn and articulate complex technology solutions and business value propos

itions.
Success

• MeasuresQualified pipeline generated through the assigned partn
• er base.Revenue contribution against sales
• targets.Number and quality of co-sell opportunities created and pro
• gressed.Growth of the business footprint within partner customer a
• ccounts.Accuracy of pipeline forecasting and CRM man
• agement.Partner engagement and activity
• levels.Customer satisfaction and stakeholder f
• eedback.Contribution to strategic partner and vendor growth obj