Territory Manager – Benelux & Nordics

Territory Manager – Benelux & Nordics

Location: Remote — ideally based within the Benelux or Nordic region
Engagement: Independent Contractor or Employment
Reporting to: Vice President of Sales EMEA
Territory: Benelux and the NordicS

Compensation: 60/40 OTE split

About Virtuozzo

Virtuozzo is a leader in infrastructure system software for AI. We offer an optimised 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 Opportunity

Virtuozzo is looking for a Territory Manager to support new-business growth across the Benelux and Nordic regions.

Reporting to the Vice President of Sales EMEA, you will help build a strong pipeline of service-provider opportunities while developing productive relationships with distributors, MSPs, CSPs, hosting companies, resellers, and other technology partners.

This is an individual-contributor role for someone in the early or middle stages of their technology sales career who is ready to take on greater territory ownership. You do not need to arrive with an established network across the entire region. However, you 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 the appropriate partners to progress and close opportunities. You will receive support from senior Sales, Technical, Product, and Marketing colleagues throughout the sales cycle.

Your Responsibilities

Territory Development and New Business

• Contribute to the regional go-to-market plan for the Benelux and Nordic markets.
• Research and identify target accounts, partners, and new-business opportunities.
• Build a pipeline of prospective MSP, CSP, hosting, and service-provider customers.
• Conduct structured outbound prospecting and follow up on leads generated through partners, marketing activities, and events.
• Qualify opportunities by understanding the prospect’s business needs, infrastructure environment, decision process, and commercial potential.
• Coordinate opportunities through discovery, technical validation, commercial discussions, and partner-led closure.
• Maintain accurate CRM records and provide clear updates on deal progress, risks, and next steps.
• Work towards agreed pipeline, new-logo, and revenue objectives.

Channel Development and Execution

• Build and maintain relationships with distributors, MSPs, CSPs, resellers, hosting providers, and technology partners.
• Help identify gaps in regional partner coverage and support the recruitment or activation of suitable partners.
• Work with partners on joint account planning, prospecting, campaigns, and co-selling activities.
• Help partners understand Virtuozzo’s value proposition and identify suitable customer opportunities.
• Maintain alignment between Virtuozzo, the prospect, and the transacting partner throughout the sales process.
• Follow Virtuozzo’s partner-first sales model while remaining accountable for progressing assigned opportunities.

Customer and Prospect Engagement

• Engage with business owners, infrastructure leaders, technical teams, and other customer stakeholders.
• Understand each prospect’s business model, infrastructure challenges, growth priorities, and purchasing requirements.
• Introduce Virtuozzo’s capabilities across virtualisation, 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 with Virtuozzo’s technical teams.
• Bring senior commercial and technical colleagues into opportunities when appropriate.
• Maintain consistent communication with prospects and partners throughout the sales process.

Market Development and Regional Visibility

• Help increase Virtuozzo’s visibility within the Benelux and Nordic service-provider communities.
• Support regional partner campaigns, demand-generation activities, and events.
• Represent Virtuozzo at relevant industry events, partner meetings, and channel forums.
• Monitor competitor activity, market trends, and emerging customer requirements.
• Share relevant regional feedback with Sales, Marketing, Product, and Engineering teams.

The Experience You Bring

• Approximately two to five years of experience in B2B technology sales, business development, channel sales, account management, or a 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 would be an advantage.
• An interest in developing knowledge of virtualization, cloud infrastructure, storage, Kubernetes, and related technologies.
• Confidence communicating with both commercial and technical stakeholders.
• Strong organisation, follow-up, and opportunity-management skills.
• The ability to learn a technical product portfolio and communicate its business value clearly.
• A proactive and persistent approach to prospecting and relationship development.
• The ability to work independently within a remote, international organisation while asking for support when needed.
• Availability to travel for important customer, partner, and industry meetings.

The Profile That Will Succeed

You are commercially curious, proactive, and motivated to build a career in cloud infrastructure sales. You may already have experience as a Business Development Manager, Account Executive, Channel Account Manager, or junior Territory Manager and are now looking for broader ownership.

You enjoy opening new conversations, developing relationships, and turning early interest into qualified opportunities. You are comfortable working with partners and understand that successful channel selling requires consistency, trust, and clear communication.

You do not need to be a cloud infrastructure expert from day one, but you should be interested in the technology and willing to learn. You take responsibility for your work, follow through on commitments, and know when to involve senior commercial or technical colleagues to move an opportunity forward.

What We Offer

• The opportunity to build your commercial career in cloud and infrastructure technology.
• Real responsibility for developing opportunities across the Benelux and Nordic markets.
• Support and guidance from experienced Sales, Technical, Product, and Marketing colleagues.
• A collaborative environment where ideas and market feedback are valued.
• Remote and flexible working arrangements.
• Share-option eligibility, subject to the applicable plan terms and approvals.
• Referral bonuses, recognition programmes, and other engagement opportunities.