At a Glance
- Tasks: Drive demand generation and create pipelines through strategic partner engagement.
- Company: Join a leading tech company focused on innovative solutions.
- Benefits: Competitive salary, flexible working options, and growth opportunities.
- Other info: Dynamic role with opportunities for personal and professional growth.
- Why this job: Make an impact by collaborating with partners and driving sales success.
- Qualifications: Experience in business development or sales, preferably in tech.
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
The 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 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.
If you think the open position you see is right for you, we encourage you to apply!
Our people make all the difference in our success.
Territory Manager ServiceNow in London employer: Exclusive Networks
Exclusive Networks is an exceptional employer that prioritises the growth and well-being of its employees, offering a vibrant work culture that fosters collaboration and innovation. With generous benefits such as 24 days of holiday, a matched pension scheme, and opportunities for professional development, employees are empowered to thrive in their roles while contributing to a mission of creating a trusted digital world. Located in a dynamic environment, Exclusive Networks not only values diversity but also actively promotes a supportive atmosphere where every team member can realise their full potential.
StudySmarter Expert Advice🤫
We think this is how you could land Territory Manager ServiceNow in London
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Territory Manager ServiceNow at Exclusive Networks, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Exclusive Networks. Tailor your message to explain why you’re drawn to them and how you can contribute as a Territory Manager ServiceNow. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Territory Manager ServiceNow in London
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Exclusive Networks:When writing your cover letter, make sure to tailor your message specifically for Exclusive Networks. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Exclusive Networks
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Exclusive Networks that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Exclusive Networks that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Exclusive Networks’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
