Senior Territory Manager

$156,800 - $166,800/Yr

Imprivata - Waltham, MA

Full-time - Senior

Hybrid - Waltham, MA

Machinery Manufacturing

About the position

The Senior Territory Manager at Imprivata plays a crucial role in the growth and expansion of the CRO function within the Sales Operations team. This hybrid position, based in Waltham, MA, is responsible for developing and overseeing territory management strategies that enhance sales productivity and efficiency. The role involves creating analytical frameworks aligned with business objectives and driving strategic initiatives for the sales organization.

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 that focus on improving 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 team to implement scalable sales processes and identify process improvement opportunities for cross-functional integration.
• Other duties as assigned and required.

Requirements

• 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 focus on territory planning, account assignment, carving management and data operations.
• Experience with Planning tools such as Salesforce, Clari related applications (i.e.: 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.

Benefits

• Competitive total rewards package
• Developmental opportunities
• Top-notch work environment