Territory Manager, UK&I & Nordics
Location: United Kingdom — Remote
Engagement: Independent Contractor
Reporting to: Vice President of Sales
Territory: United Kingdom, Ireland and the Nordics
About Virtuozzo
Virtuozzo is a leader in infrastructure system software for AI. We offer an optimized operating system, orchestration, and management to service providers, SaaS companies, and the enterprise. Virtuozzo provides mainframe-like performance, reliability, and security while dramatically lowering overall cost and complexity. We combine deep engineering expertise with a relentless focus on performance, scalability, and innovation.
The Mandate
Virtuozzo is appointing an experienced Territory Manager to lead channel-driven growth across the United Kingdom, Ireland and the Nordics.
Reporting to the Vice President of Sales, you will take commercial ownership of a strategically important territory and establish Virtuozzo as a recognised infrastructure platform within the regional MSP, CSP, hosting and service-provider ecosystem.
This is a senior individual-contributor role. It combines territory strategy, partner development, new-logo acquisition and direct executive engagement. You will not inherit a mature, self-generating region: you will be expected to identify where the opportunities are, build the right partner relationships and personally create the commercial momentum required to convert them.
Virtuozzo follows a partner-first sales model. You will therefore generate and nurture demand while ensuring opportunities are transacted and supported through the appropriate distributor, reseller or service-provider partner.
Your Responsibilities
Territory leadership and revenue growth
- Own the regional go-to-market strategy for the UK, Ireland and the Nordics.
- Build a detailed territory plan covering target accounts, priority markets, partner coverage and revenue opportunities.
- Develop a predictable pipeline of new service-provider business.
- Lead opportunities from prospect identification through technical validation, commercial negotiation and partner-led closure.
- Deliver quarterly and annual revenue, pipeline and new-logo objectives.
- Provide accurate forecasting and clear visibility of deal progress, risks and next steps.
Channel development and execution
- Build productive commercial relationships with distributors, MSPs, CSPs, resellers, hosters and technology partners.
- Identify gaps in regional channel coverage and recruit or activate suitable partners.
- Create joint account plans, campaigns and co-selling motions.
- Enable partners to position Virtuozzo effectively and confidently.
- Maintain alignment between Virtuozzo, the prospect and the transacting partner throughout the sales cycle.
- Protect the integrity of Virtuozzo’s partner-first model while remaining personally accountable for results.
Executive prospect engagement
- Establish credibility with service-provider owners, founders, CEOs, CTOs and infrastructure leaders.
- Understand each prospect’s commercial model, technical environment, competitive position and growth priorities.
- Lead conversations covering platform economics, infrastructure efficiency, margins, scalability, ROI and total cost of ownership.
- Position Virtuozzo’s capabilities across virtualization, hyperconverged infrastructure and cloud orchestration.
- Bring technical resources into the opportunity at the appropriate stage and maintain executive sponsorship through closure.
Market development and regional visibility
- Build Virtuozzo’s visibility and relevance within the regional service-provider community.
- Develop joint marketing and demand-generation initiatives with distributors and strategic partners.
- Represent Virtuozzo at regional events, executive roundtables and channel forums.
- Identify market trends, competitor activity and emerging service-provider requirements.
- Translate regional intelligence into practical adjustments to the go-to-market strategy.
The Experience You Bring
- At least five years of successful B2B technology, infrastructure, cloud-platform or enterprise-software sales experience.
- A demonstrated record of winning new logos and delivering revenue through channel partners.
- Strong relationships or market knowledge within the UK MSP, CSP, hosting or service-provider ecosystem.
- Experience working with distributors, resellers, systems integrators or other indirect-sales partners.
- The ability to build a territory rather than simply maintain an established book of business.
- Credibility discussing infrastructure platforms with technically sophisticated founders and executives.
- Understanding of service-provider economics, recurring-revenue models, infrastructure costs and platform margins.
- Strong commercial negotiation, forecasting and opportunity-management capabilities.
- Excellent executive communication and presentation skills.
- The maturity and independence to operate successfully within a remote, international organisation.
- Availability to travel for important customer, partner and industry meetings.
The Profile That Will Succeed
You are a commercially driven territory builder who combines the instincts of a hunter with the patience of a strategic relationship manager. You are comfortable creating opportunities independently, but you understand that successful channel selling requires trust, consistency and respect for partner ownership. You can move naturally between a commercial discussion with a business owner and a technically credible conversation with a CTO. Most importantly, you take personal responsibility for results. You do not wait for partners, marketing or technical teams to create momentum for you—you bring the right people together and keep the opportunity moving.
What We Offer
- A role at the forefront of cloud technology with real impact and growth opportunities
- A collaborative environment where your ideas are valued and shipped
- Other perks and engagement opportunities
- Share options
- Referral bonuses
- Rewards and incentives
- Compensation split: 70/30
