Job Summary
The Senior Territory Strategy Manager plays an integral role on the GTM -Sales Operations team contributing to the growth and expansion of the CRO function at Imprivata. This role is highly visible and key to driving critical strategic initiatives for the sales organization. This role is responsible for overseeing the territory plans and strategy to increase sales productivity, efficiency, and drive growth for Imprivata. The role is also responsible for developing analytical and reporting frameworks that are in line with Imprivata’s business objectives.
Duties and Responsibilities
- Establish Territory management strategy, governance and plan.
- White space analysis and Total Addressable Market (TAM) analysis.
- Partner with sales leadership to drive territory and market share capture programs.
- Create a 3-year maturity model for Territory operations optimization.
- Collaborate with cross-functional teams to ensure effective deployment of Territory operations.
- Develop effective governance via policy, process training and effective communication and change management
- Implement tools and processes for the sales organization that focus on improving efficiency, effectiveness, and productivity.
- Identify customers and sales opportunities by analyzing sales data and consumer trends.
- Analyze sales data and metrics to identify trends, opportunities, and areas for improvement.
- Generate insights to inform strategic decisions and drive performance improvements.
- Collaborate with other departments and executive management to identify key performance indicators for the go-to-market organization.
- Identify opportunities for process automation and optimization, with a focus on scalability and driving significant growth.
- Develop best practices that align sales data quality with company initiatives.
- Work with team to implement scalable sales processes and identity process improvement opportunities for cross-functional integration
- Other duties as assigned and required.
Qualifications
- Bachelor’s degree in Business, Finance, Economics, Analytics, Operations, or a related field required.
- 8+ years of experience in Territory Planning, and Design or Sales Operations in a fast-paced tech company or as a consultant.
- Expert level Salesforce functional and analytical skills with focus on territory planning, account assignment, carving management and data operations
- Experience with Planning tools such as Salesforce, Clari related applications (i.e.: Cloud9, Marketo)
- Working knowledge of SQL, relational databases, and other analysis tools are desirable.
- Proven experience working with cross-functional teams and driving enhancements.
- Strong analytical and communication skills.
Skills Required
- Bachelor's degree in Business, Finance, Economics, Analytics, Operations, or a related field
- 8+ years of experience in Territory Planning, Design or Sales Operations
- Expert level Salesforce functional and analytical skills
- Experience with Planning tools such as Salesforce and Clari
- Working knowledge of SQL and relational databases
What the Team is Saying
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Imprivata Compensation & Benefits Highlights
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Healthcare Strength — Health coverage includes employer funding of half of the medical plan deductible via HSA or HRA, plus dental, vision, an EAP, and wellness reimbursements. Disability, life insurance, and optional pet insurance broaden the medical and wellness safety net.
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Parental & Family Support — Fully paid parental leave for birthing parents is paired with paid bonding leave for adoptive, foster, and non‑birthing parents. A Care.com membership and coverage for domestic partners and dependents extend everyday family support.
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Leave & Time Off Breadth — A flexible time‑off policy with no fixed vacation bank supports taking time away as needed. Paid holidays and broader PTO practices emphasize flexibility over strict accruals.
Imprivata Insights
What We Do
For more than two decades, Imprivata has been redefining how life- and mission-critical industries secure and manage digital identities. We empower healthcare and enterprise organizations to enable fast, compliant, and secure access to technology—allowing clinicians and staff to stay focused on what matters most: patient care and operational excellence. Our digital identity platform is purpose-built for complex environments where every second counts and security can never take a back seat. From authentication and access management to device, application, and identity governance, Imprivata provides a unified approach that balances usability with protection. Trusted by the world’s leading healthcare systems and enterprises in over 45 countries, we deliver solutions that improve efficiency, safeguard data, and drive digital transformation. At Imprivata, our commitment goes beyond technology—we partner closely with our customers to ensure their success, every step of the way.
Why Work With Us
At Imprivata, every voice matters. We’re a global team driven by innovation, compassion, and collaboration. Together, we live our values—Raise the Bar, Own the Outcome, Stay Nimble, and Win Together—while making a real impact on healthcare, technology, and the communities we serve.
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Imprivata Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Imprivata offers a flexible hybrid work model with three in-office days and two remote. Collaboration is key, and schedules are coordinated with managers to balance flexibility and connection.
