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 Responsibilities

Partner and End‑User Engagement

• Work 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 Creation

• Develop and execute growth strategies focused on generating qualified pipeline and increasing market penetration through partner channels.
• Identify new business opportunities within existing partner accounts and end‑user environments.
• Conduct market and account research to identify customer needs, industry trends and potential opportunities.
• Drive proactive opportunity identification and lead generation activities across assigned partners and territories.
• Collaborate with partner sales teams to build, qualify and progress opportunities through the sales cycle.
• Develop business cases and value propositions that address customer objectives and strategic priorities.

Solution Positioning and Sales Support

• Present and demonstrate solutions to partner and customer audiences, articulating both business and technical value.
• Support partners and customers with pre‑sales discussions, solution positioning and opportunity qualification.
• Work alongside technical and consulting teams to ensure solutions are aligned with customer requirements.
• Act as a product champion, maintaining strong knowledge of the portfolio, solutions and competitive landscape.
• Support customer workshops, proof of concepts and other sales enablement activities where required.

Collaboration and Stakeholder Management

• Maintain strong alignment with Partner Account Managers, vendor teams, internal sales teams and technical specialists.
• Clearly communicate the progress of pipeline, opportunities, campaigns and strategic initiatives to internal and external stakeholders.
• Assist with customer escalations, objections and commercial discussions as required.
• Share market intelligence, competitive insights and customer feedback to support business planning and sales strategy.
• Contribute to partner enablement activities and help develop sales capability within partner organisations.

Forecasting and Reporting

• Maintain accurate pipeline and opportunity data within CRM systems.
• Forecast and track key sales metrics, quarterly pipeline targets and revenue attainment.
• Prepare and deliver regular business updates, opportunity reviews and performance reports.
• Monitor progress against objectives and identify areas for growth and improvement.

Qualifications and Experience

• 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 partners.
• Demonstrable success in generating new business opportunities and building sales pipelines.
• Experience selling enterprise software, SaaS, workflow automation, ITSM, digital transformation solutions or similar enterprise technologies would be highly advantageous.
• Strong understanding of partner ecosystems and co‑sell sales motions.
• Experience delivering customer‑focused solutions that address business challenges and outcomes.
• Proficiency with CRM platforms such as Salesforce and Microsoft Office applications.
• Strong commercial acumen with the ability to identify, qualify and progress opportunities.
• Experience presenting to stakeholders at all levels, including senior leadership and C‑suite executives.
• Bachelor's degree in Business, Sales, Marketing, IT or a related discipline, or equivalent relevant experience.

Skills and Competencies

• Excellent relationship‑building and stakeholder management skills.
• Strong communication, presentation and influencing abilities.
• Commercially driven with a strong focus on results and pipeline generation.
• Ability to work collaboratively across vendor, partner and customer organisations.
• Strong organisational skills with the ability to manage multiple opportunities simultaneously.
• Self‑motivated, proactive and able to work independently.
• Strong planning, forecasting and time management skills.
• Customer‑focused with a consultative sales approach.
• High attention to detail and commitment to quality execution.
• Ability to learn and articulate complex technology solutions and business value propositions.

Success Measures

• Qualified pipeline generated through the assigned partner base.
• Revenue contribution against sales targets.
• Number and quality of co‑sell opportunities created and progressed.
• Growth of the business footprint within partner customer accounts.
• Accuracy of pipeline forecasting and CRM management.
• Partner engagement and activity levels.
• Customer satisfaction and stakeholder feedback.
• Contribution to strategic partner and vendor growth objectives.