Zimbra, a Synacor product, is a secure, interoperable collaboration platform designed to connect people, systems, and tools within enterprises, adapting to modern workstyles. Zimbra’s broad partner network plays a key role in driving growth and success. We are seeking an experienced and strategic Senior Territory Manager with strong business acumen to elevate our market presence, drive deeper relationships, and expand Zimbra’s footprint in existing and new regions. This role demands a results-driven leader capable of shaping sales strategies, influencing cross-functional teams, and executing on high-impact growth initiatives.
Please note this is a remote position, candidates must be located in the UK.
Job Responsibilities:
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Lead & Develop Strategic Growth Plans: Design, implement, and drive long-term strategic sales plans for the region, targeting high-value accounts and vertical markets. Focus on driving significant business expansion through tailored solutions.
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Ownership of Regional Sales Targets: Actively manage and oversee the achievement of aggressive sales goals for the region, leveraging both direct and indirect channels. Own the full sales cycle from prospecting to closing, including complex negotiations with senior-level stakeholders.
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Lead Account Acquisition & Growth: Identify, acquire, and nurture new customer relationships while strategically expanding within the existing customer base through up-selling and cross-selling opportunities.
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Build & Maintain a Robust Pipeline: Foster a sustainable sales pipeline by applying rigorous forecasting, robust account planning, and clear revenue tracking mechanisms. Ensure that the pipeline aligns with both short-term sales targets and long-term strategic goals.
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Partner Collaboration & Channel Development: Strengthen relationships with key channel partners within the assigned territory to drive joint marketing, lead generation, and sales activities. Act as a strategic partner to internal teams and external partners, ensuring alignment of goals and execution of joint initiatives.
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Competitive Intelligence & Market Positioning: Continuously monitor the competitive landscape, adjusting pricing and sales strategies to protect and grow Zimbra’s market share. Provide insights to influence product development, sales tactics, and go-to-market approaches.
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Lead Cross-functional Coordination: Work closely with internal teams (sales, product, marketing, etc.), both regionally and internationally, to remove roadblocks, optimize processes, and ensure the timely closing of deals.
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Customer & Market Research: Engage with customers and partners regularly to gather market insights, customer needs, and feedback. Use these insights to drive product development and refine business strategies.
Requirements:
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Bachelor’s degree (or equivalent), ideally in Sales, Marketing, Business Management, or a related field.
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10+ years of proven success in B2B direct and indirect sales, with significant experience in a senior regional sales role.
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Leadership Experience: Demonstrated success in managing large, complex accounts and achieving sales targets in a senior sales leadership role, ideally within the tech, SaaS, or messaging platforms space.
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Proven ROI & Partner Management: Experience in leading indirect sales channels and achieving business growth through strategic partner management. Ability to demonstrate measurable ROI and value for both partners and customers.
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Cross-functional Collaboration: Advanced ability to collaborate across different teams and geographies, both virtually and in-person, ensuring alignment and collective success.
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Adaptability & Resilience: Ability to thrive in a fast-paced, ever-evolving environment while maintaining focus on long-term objectives. Demonstrated success in managing change, ambiguity, and competing priorities.
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Exceptional Communication Skills: Strong written and verbal communication skills to engage with executives, cross-functional teams, and customers at all levels.
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Willingness to Travel: Willing to travel domestically and internationally as needed to support business development and customer engagement efforts.
Desired Competencies/Skills
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Language Skills: Must be fluent in German
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Consultative & Strategic Approach: Highly consultative and outcome-focused, with the ability to influence decision-makers and drive consensus across multiple stakeholders.
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Executive-level Relationship Management: Skilled in managing high-level customer and partner relationships, with a strong ability to navigate and close strategic deals.
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Analytical & Data-Driven: Strong analytical, problem-solving, and conceptual skills, with a focus on using data to inform decisions and improve business outcomes.
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Tenacity & Resourcefulness: A resilient and proactive leader who consistently finds creative solutions to challenges and drives results.
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Execution Excellence: A strategic thinker who is equally comfortable rolling up sleeves to execute on key priorities, ensuring plans come to life effectively.
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Platform Expertise: Deep understanding of Zimbra or similar collaboration and messaging platforms is highly desirable. Strong knowledge of Salesforce.com and/or Hubspot is preferred.
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Industry Experience: Experience in Technology, Internet, SaaS, or similar business environments is a strong advantage.
