Senior Territory Manager

3 weeks ago

Waltham, Massachusetts, United States Imprivata Full time

Job Summary

The Senior Territory Manager is a key role on the GTM, Sales Operations team responsible for contributing to the growth and expansion of the CRO function at Imprivata.

This role is highly visible and critical to driving strategic initiatives for the sales organization.

The Senior Territory Manager will oversee territory plans and strategy to increase sales productivity, efficiency, and drive growth for Imprivata.

The role will also develop analytical and reporting frameworks aligned with Imprivata's business objectives.

Duties and Responsibilities

  • Establish territory management strategy, governance, and plan.
  • Conduct white space analysis and total addressable market (TAM) analysis.
  • Partner with sales leadership to drive territory and market share capture programs.
  • Create a 3-year maturity model for territory operations optimization.
  • Collaborate with cross-functional teams to ensure effective deployment of territory operations.
  • Develop effective governance via policy, process training, and effective communication and change management.
  • Implement tools and processes for the sales organization to improve efficiency, effectiveness, and productivity.
  • Identify customers and sales opportunities by analyzing sales data and consumer trends.
  • Analyze sales data and metrics to identify trends, opportunities, and areas for improvement.
  • Generate insights to inform strategic decisions and drive performance improvements.
  • Collaborate with other departments and executive management to identify key performance indicators for the go-to-market organization.
  • Identify opportunities for process automation and optimization, with a focus on scalability and driving significant growth.
  • Develop best practices that align sales data quality with company initiatives.
  • Work with the team to implement scalable sales processes and identify process improvement opportunities for cross-functional integration.

Required Qualifications

8+ years of experience in territory planning and design or sales operations in a fast-paced tech company or as a consultant.

Expert-level Salesforce functional and analytical skills with a focus on territory planning, account assignment, carving management, and data operations.

Experience with planning tools such as Salesforce, Clari-related applications (e.g., Cloud9, Marketo).

Working knowledge of SQL, relational databases, and other analysis tools desirable.

Proven experience working with cross-functional teams and driving enhancements.

Bachelor's degree required.

Strong analytical and communication skills.

This position offers a total compensation range of $156,800.00 to $166, inclusive of base salary and variable compensation, such as bonuses and incentives.

At Imprivata, we have a top-notch work environment, developmental opportunities, a competitive total rewards package, and the desire to have fun.

We provide equal employment opportunities, regardless of race, religion, age, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

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