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Sales Territories

Process to Request Update

Territory Ownership (Sales)

  1. Create an issue in the Sales Operations project - utilizing the Territory Change Request template
  2. Follow the directions within the template & provide all the requested details
    • If Individual Contributor is requesting the change, ADD your manager to the /assign command
    • If Manager is requesting change, submit issue & it will auto-assign to Sales Ops
    • Please note Operations makes alignment changes once at the end of each month, only exception would be a Sales New Hire.
  3. @tav_scott to update SFDC
  4. Change made on Territory Management document by @tav_scott after change in system has been made.
  5. @jjcordz to update LeanData download updated csv once change confirmed by @tav_scott.
  6. Territory Management updates will be uploaded to LeanData by @jjcordz after change in system has been made.

SDR Alignment (Marketing)

  1. Create an merge request
  2. Update SDR column with name of new SDR to cover territory.
    • If Individual Contributor, assign the merge request to your direct Manager for approval prior to assigning it to MktgOps
    • If Manager, assign the merge request to MktgOps
  3. MktgOps processes these reqeusts on a monthly basis.

Updating these tables without updating Operations will not be reflected in our various systems causing all reports and routing to be incorrect!

Questions? Ask in #sales slack channel pinging @sales-ops.

Region/Vertical

Territories

Large

AMER

For the United States, the following rules apply to all accounts except government agencies or publicly-funded educational institutions or departments, including those at private universities (Johns Hopkins Applied Physics Lab, for example). Government agencies and publicly-funded educational institutions will be managed by our Public Sector team.

For other countries outside AMER, governments agencies will be handled by the territory owner.

Named Account identifiers will be updated in near future and currently are being worked on by the SalesOps team (status as of 2020-01-23)

Area Sales Manager
Sub-Region Area Territory Name Sales SDR
LATAM Brazil Large-AMER-Brazil Jim Torres Bruno Lazzarin
LATAM Chile Large-AMER-Chile Jim Torres Bruno Lazzarin
LATAM Mexico Large-AMER-Mexico Jim Torres Bruno Lazzarin
LATAM Rest of LATAM Large-AMER-SoCenAmer Jim Torres Bruno Lazzarin
NA East Southeast Large-AMER-Central Gulf Carolinas Chris Graham Kelsey Steyn
NA East Northeast Large-AMER-Eastern Canada Peter McCracken Aashish Sharma
NA East Northeast Large-AMER-Lake Michigan Tim Kuper Marcus Stangl
NA East Northeast Large-AMER-MA Tony Scafidi Bill Zaferopolos
NA East Northeast Large-AMER-Manhattan Liz Corring Andrew Glidden
NA East Northeast Large-AMER-New England Tony Scafidi Bill Zaferopolos
NA East Mid-Atlantic Large-AMER-Mid-Atlantic Katherine Evans Kelsey Steyn
NA East Mid-Atlantic Large-AMER-NY/NJ Paul Duffy Andrew Glidden
NA East South Central Large-AMER-North TX/LA Chip Digirolamo Suzy Verdin
NA East South Central Large-AMER-Ohio Valley Ruben Govender Morgen Smith
NA East South Central Large-AMER-South TX Matt Petrovick Brandon Brooks
NA East SunshinePeach Large-AMER-SunshinePeach Jim Bernstein Bill Zaferopolos
NA West Midwest Large-AMER-Midwest Timmothy Ideker Michael Major
NA West NorCal Large-AMER-NorCal Philip Camillo Isaac Mondesir
NA West PNW Large-AMER-PNW Timmothy Ideker Michael Major
NA West SoCal Large-AMER-SoCal James Roberts Matthew MacFarlane
NA West Southwest Large-AMER-Southwest James Roberts Blake Chalfant-Kero
NA East   Named Accounts Mark Bell Steven Cull
NA East   Named Accounts John May Ryan Kimball
NA East   Named Accounts Jordan Goodwin Marcus Stangl
NA East   Named Accounts David Wells Kaleb Hill
NA East   Named Accounts Larry Biegel Geraldine Lee
NA East   Named Accounts John Orvos Ryan Kimball
NA West   Named Accounts Chris Cornacchia Jesse Muehlbauer
NA West   Named Accounts Yvonne Zwolinski Blake Chalfant-Kero
NA West   Named Accounts John Williams James Altheide
NA West   Named Accounts Adam Olson Paul Oakley
NA West   Named Accounts Dee George Michael Major
NA West   Named Accounts Mike Walsh Danae Villarreal
NA West   Named Accounts Mike Nevolo James Altheide
NA West   Named Accounts Joe Drumtra Eduardo Gonzalez
NA West   Named Accounts Chris Mayer Suzy Verdin
NA West   Named Accounts Robert Hyry Jesse Muehlbauer
NA West   Named Accounts Brad Downey Matthew MacFarlane
NA West   Named Accounts Nico Ochoa Madison Taft
NA West   Named Accounts Joe Miklos Danae Villarreal
NA West   Named Accounts Robert van Leer Madison Taft
NA West   Named Accounts Dina Morgan Aaron Young

Public Sector

Sub-Region Territory Name Strategic Account Leader Inside Sales Rep
Public Sector Federal - Civilian-1 TBH Christine Saah
Public Sector Federal - Civilian-2 Susannah Reed Christine Saah
Public Sector Federal - Civilian-3 Kyle Goodwin Bill Duncan
Public Sector Federal - Civilian-4 Russ Wilson Bill Duncan
Public Sector Federal - Civilian-5 Jim Riley (temp) Bill Duncan
Public Sector Federal - Civilian-6 Jim Riley (temp) Christine Saah
Public Sector Federal - Civilian-7 Jim Riley (temp) Christine Saah
Public Sector Federal - Civilian-8 Jim Riley (temp) Bill Duncan
Public Sector State and Local (SLED East) Jim Riley (temp) Alexis Shaw
Public Sector State and Local (SLED West) Dave Lewis Alexis Shaw
Public Sector Federal - DoD-Air Force-1 Ralph Kompare Craig Pepper
Public Sector Federal - DoD-Air Force-2 Ralph Kompare Craig Pepper
Public Sector Federal - DoD-Unified Commands Ralph Kompare Craig Pepper
Public Sector Federal - DoD-Navy-1 Melissa Ard Craig Pepper
Public Sector Federal - DoD-Navy-2 Melissa Ard Craig Pepper
Public Sector Federal - DoD-Army-1 Keith Barnes (temp) Margaret Sheridan
Public Sector Federal - DoD-Army-2 Keith Barnes (temp) Margaret Sheridan
Public Sector Federal - DoD-Agencies Keith Barnes (temp) Margaret Sheridan
Public Sector Federal - Intel-1 Marc Kriz Jay Jewell
Public Sector Federal - Intel-2 Marc Kriz Jay Jewell
Public Sector Federal - Channel (System Integrators) Mark Robinson Jay Jewell

APAC

Sub-Region Area Territory Name Sales SDR
ANZ ANZ Large-APAC-AUS Northern Terriories Danny Petronio Glenn Perez
ANZ ANZ Large-APAC-AUS Queensland Danny Petronio Glenn Perez
ANZ ANZ Large-APAC-AUS South Australia Rob Hueston Glenn Perez
ANZ ANZ Large-APAC-AUS Sydney Rob Hueston Glenn Perez
ANZ ANZ Large-APAC-AUS Victoria Danny Petronio Glenn Perez
ANZ ANZ Large-APAC-AUS Western Australia Rob Hueston Glenn Perez
ANZ ANZ Large-APAC-Canberra Sarah Orell Glenn Perez
ANZ ANZ Large-APAC-North Sydney Danny Petronio Glenn Perez
ANZ ANZ Large-APAC-NZ Sarah Orell Glenn Perez
Asia Central Asia Central Large-APAC-Central Asia Rob Hueston Glenn Perez
Asia Central Asia Central Large-APAC-Kazakhstan Danny Petronio Glenn Perez
Asia SE Southeast Asia Large-APAC-Cambodia Danny Petronio Aletha Alfarania
Asia SE Southeast Asia Large-APAC-Indonesia Rob Hueston Aletha Alfarania
Asia SE Southeast Asia Large-APAC-Malaysia Rob Hueston Aletha Alfarania
Asia SE Southeast Asia Large-APAC-Myanmar Danny Petronio Aletha Alfarania
Asia SE Southeast Asia Large-APAC-Philippines Rob Hueston Aletha Alfarania
Asia SE Southeast Asia Large-APAC-Thailand Danny Petronio Aletha Alfarania
Asia SE Southeast Asia Large-APAC-Viet Nam Danny Petronio Aletha Alfarania
Asia SE Singapore Large-APAC-Singapore Danny Petronio Glenn Perez
Asia South India Large-APAC-India Danny Petronio Minsu Han
China China Large-APAC-China Sarah Orell Aletha Alfarania
China Taiwan Large-APAC-Taiwan Sarah Orell Aletha Alfarania
Japan Japan Large-APAC-Japan Rob Hueston Glenn Perez
Korea Korea Large-APAC-Korea Woosang Lee Minsu Han

EMEA

Sub-Region Area Territory Name Sales SDR
Europe Central Europe Central Large-EMEA-BeNeLux Nasser Mohunlol Camilo Villanueva
Europe Central Europe Central Large-EMEA-CH/AUS Thomas Bosshard Peter Kunkli
Europe Central Germany Large-EMEA-Germany Rene Hoferichter Gábor Zaparkanszky
Europe East Europe East Large-EMEA-Eastern Europe Vadim Rusin Arianna Bellino
Europe South Europe South Large-EMEA-France Aleksandar Bosnic Magali Bressan
Europe South Europe South Large-EMEA-Italy Vadim Rusin Arianna Bellino
Europe South Europe South Large-EMEA-Portugal Vadim Rusin Camilo Villanueva
Europe South Europe South Large-EMEA-Spain Vadim Rusin Camilo Villanueva
UKI UKI Large-EMEA-UKI Robbie Byrne UKI Large^
MEA MEA Large-EMEA-MEA MEA Large Sales^^ Arianna Bellino
Nordics Nordics Large-EMEA-Nordics Annette Kristensen Camilo Villanueva
    Named Accounts Justin Haley Chris Loudon
    Named Accounts Hugh Christey Magali Bressan
    Named Accounts Timo Schuit Peter Kunkli
    Named Accounts Phillip Smith Camilo Villanueva
    Named Accounts Hailey Pobanz Shay Flemming

^ SDR = UKI Large: Round robin group consisting of Chris Loudon, Daniel Phelan, Shay Fleming
^^ Sales = MEA Large Sales: Round robin group consisting of Vadim Rusin, Phillip Smith

Mid-Market

AMER

Sub-Region Area Territory Name Sales SDR
LATAM Brazil MM-AMER-Brazil Romer Gonzalez Bruno Lazzarin
LATAM Rest of LATAM MM-AMER-SoCenAmer Romer Gonzalez Bruno Lazzarin
NA East US East MM-AMER-BosRI Todd Lauver Lanice Sims
NA East US East MM-AMER-Chicago Jenny Kline Phillip Knorr
NA East US East MM-AMER-East Jeff Lackey Evan Mathis
NA East US East MM-AMER-Greater Quebec Alyssa Belardi Lanice Sims
NA East US East MM-AMER-IL Jenny Kline Phillip Knorr
NA East US East MM-AMER-Manhattan South Alyssa Belardi Lanice Sims
NA East US East MM-AMER-Mass Todd Lauver Lanice Sims
NA East US East MM-AMER-Mn Kyla Gradin Phillip Knorr
NA East US East MM-AMER-New England Sharif Bennett Lanice Sims
NA East US East MM-AMER-NJ/DC Jeff Lackey Evan Mathis
NA East US East MM-AMER-NYPhili Steve Xu Phillip Knorr
NA East US East MM-AMER-Ontario Kyla Gradin Phillip Knorr
NA East US East MM-AMER-PeterTampa Daniel Parry Evan Mathis
NA East US East MM-AMER-SE West Daniel Parry Evan Mathis
NA East US East MM-AMER-SunshinePeach Jeff Lackey Evan Mathis
NA East US East MM-AMER-WiPa Steve Xu Phillip Knorr
NA West US West MM-AMER-AZ/NV/HIGreater LA Douglas Robbin Alexander Yoseph
NA West US West MM-AMER-DowntownSF Leigh Motheral Ariah Curtis
NA West US West MM-AMER-East/Dallas Laura Shand Josh Weatherford
NA West US West MM-AMER-Greater Austin Scott Larson Josh Weatherford
NA West US West MM-AMER-Jefferson Christopher Chiappe Da'Neil Olsen
NA West US West MM-AMER-LA Core James Komara Da'Neil Olsen
NA West US West MM-AMER-Mt Matt Doerfler Josh Weatherford
NA West US West MM-AMER-Mt-IdOr Laura Shand Josh Weatherford
NA West US West MM-AMER-Mt-Utah Matt Doerfler Josh Weatherford
NA West US West MM-AMER-Mt-Wext/TX Scott Larson Josh Weatherford
NA West US West MM-AMER-Palo Alto James Komara Da'Neil Olsen
NA West US West MM-AMER-Peninsula Christopher Chiappe Da'Neil Olsen
NA West US West MM-AMER-SF Jennifer MacVicar Ariah Curtis
NA West US West MM-AMER-SoCal/Irvine Rashad Bartholomew Alexander Yoseph
NA West US West MM-AMER-Thousand Oaks James Komara Da'Neil Olsen
NA West US West MM-AMER-WaAk Leigh Motheral Ariah Curtis

APAC

Sub-Region Area Territory Name Sales SDR
ANZ ANZ MM-APAC-ANZ Julie Manalo Glenn Perez
Asia Central Asia Central MM-APAC-Central Asia Julie Manalo Glenn Perez
China China MM-APAC-China Julie Manalo Aletha Alfarania
Japan Japan MM-APAC-Japan Julie Manalo Glenn Perez
Asia SE Southeast Asia MM-APAC-SE Asia Julie Manalo Aletha Alfarania
Asia South Asia South MM-APAC-South Asia Ishan Padgotra / Julie Manalo Minsu Han
Korea Korea MM-APAC-South Korea Julie Manalo Minsu Han

EMEA

Sub-Region Area Territory Name Sales SDR
Europe Central Europe Central MM-EMEA-Amsterdam Hans Frederiks Kristof Eger
Europe Central Europe Central MM-EMEA-Austria Conor Brady Kristof Eger
Europe Central Europe Central MM-EMEA-Belgium Hans Frederiks Kristof Eger
Europe Central Europe Central MM-EMEA-Rest of Netherlands Hans Frederiks Kristof Eger
Europe Central Europe Central MM-EMEA-Switzerland Conor Brady Kristof Eger
Europe Central Germany MM-EMEA-Berlin Chris Willis Rahim Abdullayev
Europe Central Germany MM-EMEA-Frankfurt Chris Willis Rahim Abdullayev
Europe Central Germany MM-EMEA-Hamburg Conor Brady Kristof Eger
Europe Central Germany MM-EMEA-Munich Anthony Ogunbowale-Thomas Rahim Abdullayev
Europe South Europe South MM-EMEA-Southern Europe Anthony Ogunbowale-Thomas Rahim Abdullayev
Europe South Europe South MM-EMEA-Paris Israa Mahros Camille Dios
Europe South Europe South MM-EMEA-Rest of France Israa Mahros Camille Dios
Europe East Eastern Europe MM-EMEA-Eastern Europe Israa Mahros Camille Dios
MEA MEA MM-EMEA-Israel Anthony Ogunbowale-Thomas Rahim Abdullayev
MEA MEA MM-EMEA-ME Israa Mahros Camille Dios
MEA MEA MM-EMEA-MEA Israa Mahros Camille Dios
Nordics Nordics MM-EMEA-Finland Hans Frederiks Kristof Eger
Nordics Nordics MM-EMEA-Nordics 1 Hans Frederiks Kristof Eger
Nordics Nordics MM-EMEA-Nordics 2 Hans Frederiks Kristof Eger
UKI UKI MM-EMEA-Camden/Islington-Metro Anthony Ogunbowale-Thomas Rahim Abdullayev
UKI UKI MM-EMEA-Canary Wharf-Metro Chris Willis Rahim Abdullayev
UKI UKI MM-EMEA-East London Anthony Ogunbowale-Thomas Rahim Abdullayev
UKI UKI MM-EMEA-Ireland Conor Brady Kristof Eger
UKI UKI MM-EMEA-Lambeth/Southwark Anthony Ogunbowale-Thomas Rahim Abdullayev
UKI UKI MM-EMEA-Lambeth/Southwark-Metro Chris Willis Rahim Abdullayev
UKI UKI MM-EMEA-Rest of UK Conor Brady Kristof Eger
UKI UKI MM-EMEA-The City Chris Willis Rahim Abdullayev
UKI UKI MM-EMEA-Westminister-Metro Chris Willis Rahim Abdullayev

SMB

AMER

Sub-Region Area Territory Name Sales SDR
LATAM Brazil SMB-AMER-Brazil Romer Gonzalez Bruno Lazzarin
LATAM Rest of LATAM SMB-AMER-SoCenAmer Romer Gonzalez Bruno Lazzarin
NA East US East SMB-AMER-Florida Anthony Feldman AMER Commercial - SMB^
NA East US East SMB-AMER-Great Lakes Anthony Feldman AMER Commercial - SMB^
NA East US East SMB-AMER-Illinois Kaley Johnson AMER Commercial - SMB^
NA East US East SMB-AMER-Northeast Michael Miranda AMER Commercial - SMB^
NA East US East SMB-AMER-Southeast Kaley Johnson AMER Commercial - SMB^
NA West US West SMB-AMER-Mountain Adam Pestreich / Michael Miranda AMER Commercial - SMB^
NA West US West SMB-AMER-Northwest Marsja Jones AMER Commercial - SMB^
NA West US West SMB-AMER-Southwest Adam Pestreich AMER Commercial - SMB^
NA West US West SMB-AMER-Texas Brooke Williamson AMER Commercial - SMB^
NA West US West SMB-AMER-Washington Brooke Williamson AMER Commercial - SMB^

^ SDR = AMER Commercial - SMB: Round robin group consisting of Jenny Chapman and Jada Rogers

APAC

Sub-Region Area Territory Name Sales SDR
ANZ ANZ SMB-APAC-ANZ Wayne Zhao Glenn Perez
Asia Central Asia Central SMB-APAC-Central Asia Wayne Zhao Glenn Perez
China China SMB-APAC-China Wayne Zhao Aletha Alfarania
Japan Japan SMB-APAC-Japan Wayne Zhao Glenn Perez
Korea Korea SMB-APAC-Korea Wayne Zhao Minsu Han
Asia SE Southeast Asia SMB-APAC-SE Asia Ishan Padgotra Aletha Alfarania
Asia South Asia South SMB-APAC-South Asia Ishan Padgotra Minsu Han

EMEA

Sub-Region Area Territory Name Sales SDR
Europe Central Europe Central SMB-EMEA-BeNeLux Lisa vdKooij EMEA Commercial - SMB^
Europe Central DACH SMB-EMEA-DACH Vilius Kavaliauskas EMEA Commercial - SMB^
Europe East Eastern Europe SMB-EMEA-Eastern Europe Lisa vdKooij EMEA Commercial - SMB^
Europe South Europe South SMB-EMEA-France Ross Mawhinney EMEA Commercial - SMB^
Europe South Europe South SMB-EMEA-Southern Europe Ross Mawhinney EMEA Commercial - SMB^
MEA MEA SMB-EMEA-MEA Vilius Kavaliauskas EMEA Commercial - SMB^
Nordics Nordics SMB-EMEA-Nordics Daisy Miclat EMEA Commercial - SMB^
UKI UKI SMB-EMEA-UKI Daisy Miclat EMEA Commercial - SMB^

^ SDR = EMEA Commercial - SMB: Round robin group consisting of Wiam Aissaoui, Alexander Demblin, Dorde Sumenkovic and Johan Rosendahl