Sales Territories

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Maintained by:

On this page

• Process to Request Update
  • Territory Ownership (Sales)
  • SDR Alignment (Marketing)
• Territories
  • Large
    • AMER
    • Public Sector
    • APAC
    • EMEA
  • Mid-Market
    • AMER
    • APAC
    • EMEA
  • SMB
    • AMER
    • APAC
    • EMEA

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. @bethpeterson to update LeanData download updated csv once change confirmed by @tav_scott.
6. Territory Management updates will be uploaded to LeanData by @bethpeterson 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

• VP Commercial Sales (Mid-Market & Small Business): Ryan O'Nell
• APAC: Anthony McMahon, Regional Director
• Europe, Middle East and Africa: Jon Burghart, 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

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

• NA East - Named Accounts: Adam Johnson
• NA East - Southeast: Tom Plumadore
• NA East - Northeast: Sheila Walsh
• NA East - Central: Adam Olson
• NA West - Rockies/SoCal: James Roberts
• NA West - Bay Area: Alan Cooke
• NA West - PNW/MidWest: Timm Ideker

Public Sector

APAC

EMEA

^ 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

APAC

EMEA

^ Through 2020-05-31 Inbound SDR matches Outbound SDR; effictive 2020-06-01 Inbound SDR = EMEA Commercial - MM: a Round robin group consisting of the listed Outbound SDR resources.

SMB

AMER

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

APAC

EMEA

^ SDR = EMEA Commercial - SMB: Round robin group consisting of Wiam Aissaoui, Alexander Demblin, Dorde Sumenkovic and Daniel Phelan ^ Nordics & UK&I are temporarily alignments while Daisy Miclat is on maternity leave