Sales Territories

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On this page

• Process to Update
• Territories
  • World
  • APAC
  • EMEA
  • NORAM
    • Large Segment
      • US East
      • US West
      • Public Sector
    • Mid-Market Segment
      • Mid-Market Majors
      • Mid-Market Minors
  • Small Business Segment
    • World
    • APAC
    • EMEA
    • NORAM

Process to Update

1. Create MR with requested changes
2. Assign to @jjcordz & @atkach1
3. @jjcordz to update LeanData
4. @atkach1 to update SFDC
5. MR will be merged by @jjcordz when changes have been made

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

• VP Commercial Sales (Mid-Market & Small Business): Ryan O'Nell
• Europe, Middle East and Africa: Richard Pidgeon, Regional Director
• North America - US East: Mark Rogge, Regional Director
• North America - US West: Haydn Mackay, Regional Director
• Public Sector: Paul Almeida, Director of Federal Sales

Territories

World

Territory	Region	Large	Mid-Market	Sales Development Representative (SDR)
Brazil	LATAM	Jim Torres	Romer Gonzalez	Bruno Lazzarin
SoCenAmer	LATAM	Jim Torres	Romer Gonzalez	Bruno Lazzarin

APAC

Territory	Region	Large	Mid-Market
ANZ	APAC	Sarah Orell	Julie Manalo
Central Asia	APAC	Sarah Orell	Julie Manalo
China	APAC	Sarah Orell	Julie Manalo
Japan	APAC	Sarah Orell	Julie Manalo
Korea	APAC	Sarah Orell	Julie Manalo
SE Asia	APAC	Sarah Orell	Julie Manalo
South Asia	APAC	Sarah Orell	Julie Manalo

EMEA

Territory	Region	Large (SAL - SDR)	Mid-Market
BeNeLux	EMEA	Nasser Mohunol Camilo Villanueva	Conor Brady
Germany	EMEA	Timo Schuit Rene Hoferichter Peter Kunkli	Conor Brady
Eastern Europe	EMEA	Vadim Rusin (temp) Camilo Villanueva	Conor Brady
France	EMEA	Hugh Christey Aleksander Bosnic Anthony Seguillon	Conor Brady
MEA	EMEA	Sascha Scholing Camilo Villanueva	Conor Brady
Southern Europe	EMEA	Vadim Rusin Camilo Villanueva	Conor Brady
Nordics	EMEA	Annette Kristensen Camilo Villanueva	Conor Brady
Switzerland and Austria	EMEA	Thomas Bosshard Peter Kunkli	Conor Brady
UK&I	EMEA	Justin Haley Simon Williams Anja Löether Steve Challis Chris Loudon	Conor Brady
EMEA Named	EMEA	Phil Mckenzie Smith Camilo Villanueva	Conor Brady
EMEA Named	EMEA	Hailey Pobanz (maternity leave) Camilo Villanueva	Conor Brady

NORAM

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 in NORAM, governments agencies will be handled by the territory owner.

Large Segment

US East

Territory	Region - SubRegion	Strategic Account Leader (SAL)	Sales Development Rep (SDR)
Central-Gulf-Carolinas	NORAM - US East	Sean Billow	Kevin McKinley
Sunshine Peach	NORAM - US East	Jim Bernstein	Steven Cull
Manhattan	NORAM - US East	Liz Corring	Ryan Kimball (temp)
Mid-Atlantic	NORAM - US East	Katherine Evans	Kelsey Steyn
Mid-Central	NORAM - US East	Mark Bell	Matthew Walsh
New England - East Canada	NORAM - US East	Tony Scafidi	Kaleb Hill
North Central - Ontario	NORAM - US East	Jordan Goodwin	Marcus Stangl
NY State - New Jersey	NORAM - US East	Paul Duffy	Ryan Kimball
North TX-LA	NORAM - US East	Chip Digirolamo	Morgen Smith
South TX	NORAM - US East	Matt Petrovick	Marcus Stangl (temp)
Named Accounts	NORAM - US East	John May	Matt Walsh
Named Accounts	NORAM - US East	David Wells	Steven Cull
Named Accounts	NORAM - US East	Larry Biegel	Kevin McKinley

US West

Area	Area Sales Manager (ASM)	Territory	Strategic Account Leader (SAL)	Sales Development Rep (SDR)
Rockies/SoCal	James Roberts	Colorado	Chris Cornaccia	Shawn Winters
Rockies/SoCal	James Roberts	Arizona / New Mexico	James Roberts (temp)	Suzy Verdin
Rockies/SoCal	James Roberts	Utah / Nevada	James Roberts (temp)	Suzy Verdin
Rockies/SoCal	James Roberts	Orange County / San Diego	Brad Downey	Mike LeBeau
Rockies/SoCal	James Roberts	Greater LA	Robert Hyry	David Fisher
Bay Area	Alan Cooke	San Francisco	Alan Cooke (temp)	Hannah Schuler (temp)
Bay Area	Alan Cooke	Santa Clara	Robert van Leer	Brandon Greenwell
Bay Area	Alan Cooke	Named Accounts	Mike Walsh	Danae Villareal
Bay Area	Alan Cooke	Named Accounts	Joe Miklos	Danae Villareal
Bay Area	Alan Cooke	Named Accounts	Nico Ochoa	Madison Taft
Bay Area	Alan Cooke	San Mateo / East Bay	Alan Cooke (temp)	Isaac Mondesir
PNW/MidWest	Haydn Mackay (temp)	Big Sky	Adam Olson	Paul Oakley
PNW/MidWest	Haydn Mackay (temp)	Named Accounts	Dee George	Paul Oakley
PNW/MidWest	Haydn Mackay (temp)	Named Accounts	Joe Drumtra	Matt Macfarlane
PNW/MidWest	Haydn Mackay (temp)	Seattle	Haydn Mackay (temp)	Eduardo Gonzales

Public Sector

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

Mid-Market Segment

• The Mid-Market Segment is broken down into two types of territories within their regions, Majors and Minors. Each Major territory is broken down into 5-6 Minor Territories. The following maps and tables break down the regions into their respective Majors and Minors and how they pertain to ownership.

Mid-Market Majors

Territory	Mid-Market Account Manager
Northeast^	Alyssa Belardi
Great Lakes^	Great Lakes Minors Map and table
Southeast^^	Jeff Lackey
Mountain	Matthew Doerfler
Northwest	Northwest Minors Map and table
Southwest	Southwest Minors Map and table

• ^ Northeast includes New York City only, the rest of NY State belongs to Great Lakes
• ^^ Southeast includes all of Mexico, South America down to the Falkland Islands

Zip Code Format	Territory
940xx-961xx^^^	Northwest
943xx, 950xx, 951xx	Southwest
900xx-939xx	Southwest

• ^^^ Northwest is range of all zip codes that start with the format of 940xx, 941xx, 942xx between 940xx and 961xx. The exceptions are highlighted in the table above.

Mid-Market Minors

• Please refer to the Minors details below
• Northeast, EMEA and APAC Minors to come

Great Lake Minors

Great Lakes Minor	Mid-Market AE	Territory Code
MN-IL^	Matthew Doerfler	MM-GL-MnIL
Chicago^	Jenny Kline	MM-GL-Chicago
WI-PA^^	Steve Xu .	MM-GL-WiPa
Ontario	Leigh Motheral	MM-GL-Ontario
NY+Phili^^^	Alyssa Belardi	MM-GL-NYPhili

• ^ Chicago Chicago is it's own minor and is composed of all Zips that start with: 600,601,602,603,604,605,606,607,608
• ^ MN - IL Is proportioned to be the size of two Minors (to be split at a future date)
• ^^ Philadelphia Philadelphia is a part of the NY+Phili Minor. Phili is composed of all Zips that start with: 175,176,180,189,190,191,193,194,195,196
• ^^^ NYC is a part of the Northeast Major

Northwest Minors

Northwest Minor	Mid-Market AE	Territory Borders	Territory Code
Minor-1	Leigh Motheral	CA Zips start with-942,944-949,952,953-961	MM-NW-Jefferson
Minor-2	Leigh Motheral	Washington and Alaska	MM-NW-WaAk
Minor-3	Leigh Motheral	CA Zips start with-940	MM-NW-Peninsula
Minor-4	Leigh Motheral	CA Zips-94102, 94103, 94104, 94105, 94107	MM-NW-DowntownSF
Minor-5/6	Leigh Motheral	CA Zips-94108, 94110, 94111, 94114, 94117, 94118, 94129, 94133, 94158	MM-NW-SF

Southwest Minors

Southwest Minor	Mid-Market AE	Territory Borders	Territory Code
AZ,NV,HI Greater LA	James Komara	Arizona, Nevada, Hawaii & CA Zips Start in range of 902-912	MM-SW-HANLA
LA Core	James Komara	CA Zips Start with 900	MM-SW-LA
SoCal/Irvine	Rashad Bartholomew	CA Zips Start in range of 913-926	MM-SW-IrvineSoCal
Thousand Oaks	James Komara	CA Zips Start in range of 927-939, CA Zip Starts with 950	MM-SW-Thousand Oaks
Palo Alto	James Komara	CA Zip Starts with 943,951	MM-SW-Palo Alto

Mountain Minors

Southwest Minor	Mid-Market AE	Territory Borders	Territory Code
Utah	Matt Doerfler	Utah	MM-Mt-Utah
Greater Austin	Scott Larson	Texas Zips that start with 787, Excluding 78700-78705	MM-Mt-Grater Austin
West/TX	Matt Doerfler	Montana, New Mexico, Wyoming, Texas^ (See Texas exclusions)	MM-Mt-Wext/TX
East/Dallas	Scott Larson	Kansas, Nebraska, North Dakota, Oklahoma, South Dakota, Texas Zips that Start with 750XX	MM-Mt-East/Dallas
IdOr	Matt Doerfler	Idaho, Oregon	MM-Mt-IdOr
CoCa	Matt Doerfler	Colorado, Alberta, British Columbia, Manitoba, Saskatchewan, All 3 Canadian Territories	MM-Mt-CoCa

• ^ Texas Exclusions See Greater Austin and East/Dallas Minors for the portions of Texas that are not included in the territory

Southeast Minors

Southwest Minor	Mid-Market AE	Territory Borders	Territory Code
LATAM	Romer Gonzalez	All LATAM countries	MM-SE-LATAM
West	Dan Parry	Alabama, Arkansas, Louisiana, Mississippi, Missouri, North Carolina, Puerto Rico, South Carolina	MM-SE-West
East	Jeff Lackey	Delaware, Kentucky, Maryland, Tennessee, Virginia, West Virginia	MM-SE-East
NJ/DC	Jeff Lackey	New Jersey, District of Columbia	MM-SE-NJ/DC
PeterTampa	Dan Parry	FL Zips starting with and including 335XX-349XX	MM-SE-PeterTampa
SunshinePeach	Jeff Lackey	Georgia & Florida^ (^Excluding PeterTampa Minor)	MM-SE-SunshinePeach

EMEA/APAC Territory Codes

Territory	Territory Code
BeNeLux	MM-EMEA-NorBeNeLux
DACH	MM-EMEA-DACH
Eastern Europe	MM-EMEA-EEMEA
France	MM-EMEA-South Europe
MEA	MM-EMEA-EEMEA
Nordics	MM-EMEA-NorBeNeLux
Southern Europe	MM-EMEA-South Europe
UK&I	MM-EMEA-UKI
APAC (Region)	MM-APAC

Small Business Segment

TBA - Maps for SMB Segment

World

Territory	Region	Small Business
Brazil	LATAM	Romer Gonzalez
SoCenAmer	LATAM	Romer Gonzalez

APAC

Territory	Region	Small Business
ANZ	APAC	Michael Miranda
Central Asia	APAC	Michael Miranda
China	APAC	Michael Miranda
Japan	APAC	Michael Miranda
Korea	APAC	Michael Miranda
SE Asia	APAC	Michael Miranda
South Asia	APAC	Michael Miranda

EMEA

Territory	Region	Small Business
BeNeLux	EMEA	Lisa van de Kooij
DACH	EMEA	Vilius Kavaliauskas
Eastern Europe	EMEA	Vilius Kavaliauskas
France	EMEA	Ross Mawhinney
MEA	EMEA	Vilius Kavaliauskas
Nordics	EMEA	Daisy Miclat
Southern Europe	EMEA	Ross Mawhinney
UK&I	EMEA	Daisy Miclat

NORAM

| Territory | Small Business | | :————– | :———————————– | | Northeast | Michael Miranda | «««< source/handbook/sales/territories/index.html.md | Southeast | Kaley Johnson | ======= | Great Lakes (excluding Illinois) | Tony Feldman | | Southeast (excluding Florida) | Kaley Johnson | | Illinois | Kaley Johnson |

source/handbook/sales/territories/index.html.md | Mountain | Adam Pestreich | | Northwest (excluding Washington) | Marsja Jones | | Southwest (excluding Texas)| Adam Pestreich | | Washington | Brooke Williamson | | Texas | Brooke Williamson | | Florida | Tony Feldman |