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Virtuozzo is a leader in infrastructure system software for AI, offering an optimized operating system, orchestration, and management to service providers, SaaS companies, and enterprises. The company combines deep engineering expertise with a focus on performance, scalability, and innovation.
You will serve as Territory Manager for the Benelux and Nordic regions, reporting to the Vice President of Sales EMEA. This is an individual-contributor role designed for someone in the early-to-middle stages of their technology sales career ready to take on greater territory ownership. You do not need an established regional network, but should be proactive, commercially minded, comfortable opening new conversations, and motivated to develop your knowledge of cloud infrastructure.
Virtuozzo follows a partner-first sales model. You will engage directly with prospects while working with appropriate partners to progress and close opportunities, receiving support from senior Sales, Technical, Product, and Marketing colleagues throughout the sales cycle.
Key responsibilities include:
**Territory Development & New Business:** Contribute to regional go-to-market planning; research and identify target accounts and partners; build a pipeline of prospective MSP, CSP, hosting, and service-provider customers; conduct structured outbound prospecting; qualify opportunities by understanding business needs, infrastructure environment, and decision process; coordinate opportunities through discovery, technical validation, and commercial discussions; maintain accurate CRM records; work towards agreed pipeline, new-logo, and revenue objectives.
**Channel Development & Execution:** Build and maintain relationships with distributors, MSPs, CSPs, resellers, hosting providers, and technology partners; identify gaps in regional partner coverage; support partner recruitment and activation; collaborate on joint account planning, prospecting, campaigns, and co-selling; help partners understand Virtuozzo's value proposition; maintain alignment between Virtuozzo, prospects, and transacting partners.
**Customer & Prospect Engagement:** Engage with business owners, infrastructure leaders, and technical teams; understand each prospect's business model, infrastructure challenges, and purchasing requirements; introduce Virtuozzo's capabilities across virtualization, hyperconverged infrastructure, storage, and cloud orchestration; support conversations around infrastructure efficiency, scalability, total cost of ownership, and commercial value; coordinate demonstrations, workshops, trials, and proof-of-concept activities; bring senior colleagues into opportunities when appropriate.
**Market Development & Regional Visibility:** Increase Virtuozzo's visibility within Benelux and Nordic service-provider communities; support regional partner campaigns and demand-generation activities; represent Virtuozzo at industry events, partner meetings, and channel forums; monitor competitor activity and market trends; share regional feedback with internal teams.
**Requirements:**
- Approximately 2–5 years of experience in B2B technology sales, business development, channel sales, account management, or related commercial role
- Experience generating new-business conversations and developing a sales pipeline
- Exposure to software, cloud services, IT infrastructure, managed services, hosting, telecommunications, or another technical B2B environment
- Some experience working with distributors, resellers, MSPs, CSPs, or other channel partners (advantageous)
- Interest in developing knowledge of virtualization, cloud infrastructure, storage, Kubernetes, and related technologies
- Confidence communicating with both commercial and technical stakeholders
- Strong organization, follow-up, and opportunity-management skills
- Ability to learn a technical product portfolio and communicate its business value clearly
- Proactive and persistent approach to prospecting and relationship development
- Ability to work independently within a remote, international organization while asking for support when needed
- Availability to travel for important customer, partner, and industry meetings
