Territory Manager
In OfficeJuniorNACybersecuritySoftwareRegional Sales ManagerPartnership DevelopmentAccount ManagementSegment
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Requirements
- Existing strong relationships within enterprise customer and channel accounts
- Demonstrable enterprise channel sales experience in the networking or security field
- Strong understanding of the network security competitive landscape
- Key account management experience
- Proven record of meeting and exceeding partner quota expectations
- Strong understanding of advanced security concepts and solution selling
- Excellent verbal, written, interpersonal, and presentation skills
- Strong attention to detail
- Successful track record working in a remote field position
- Team player capable of working independently in a fast-paced environment
- Ability and willingness to travel within territory
- At least 3 years of related experience with a Bachelor’s degree; or 1 year and a Master’s degree; or a PhD without experience; or equivalent work experience preferred
Responsibilities
- Leverage experience in the MSP, MSSP, or SaaS security market, understanding how managed providers deliver and monetize cybersecurity offerings
- Expand knowledge of managed service go‑to‑market models to accelerate SonicWall adoption within the service provider ecosystem
- Support partners in packaging, positioning, and delivering SonicWall solutions as part of their managed security service offerings
- Drive sales within the Channel market segment
- Provide reliable forecasts on a monthly, quarterly, and annual basis
- Actively develop a solid, qualified, and healthy sales pipeline; consistently meet or exceed quota expectations
- Maintain strong relationships with customers and partners (distributors and resellers)
- Develop sales and channel strategies, prepare proposals and quotes, and present the SonicWall portfolio
- Map SonicWall’s value propositions to partner strategic priorities to create compelling reasons for their sales force to engage
- Develop and execute joint business plans outlining tactics and strategies for achieving quota
- Manage all territory strategic partnership engagements, including partner annual plans and QBRs
- Identify creative incentives and partner/customer opportunities to increase sales
- Serve as a subject matter expert on SonicWall’s products and services
- Preferred Managed Services & Security Experience
- Prior sales experience with MDR (Managed Detection & Response), EDR (Endpoint Detection & Response), or XDR solutions
- Understanding of SOC operations, service delivery models, and outcomes-based security offerings
- Familiarity with selling subscription-based or recurring revenue services within managed security or SaaS environments
- Experience positioning advanced threat protection, endpoint security, or managed firewall services
Benefits
- Relentless real-time security against cyberattacks across various environments.
- Access to SonicWall's own threat research center for quick and economical solutions.
- Support in packaging, positioning, and delivering SonicWall solutions as part of managed service offerings.
- Drive sales within the Channel market segment.
- Provide reliable forecasts on a monthly, quarterly, and annual basis.
- Actively develop a solid, qualified, and healthy sales pipeline; consistently meet or exceed quota expectations.
- Maintain strong relationships with customers and partners (distributors and resellers).
- Develop sales and channel strategies, prepare proposals and quotes, present the SonicWall portfolio.
- Map SonicWall’s value propositions to partner strategic priorities for engagement reasons.
- Manage all territory strategic partnership engagements including annual plans and QBRs (Qualified Business Reviews).
- Identify creative incentives and opportunities to increase sales with distributors/resellers.
- Serve as a subject matter expert on SonicWall’s products and services, understanding of SOC operations, service delivery models, outcomes-based security offerings, MDR (Managed Detection & Response), EDR (Endpoint Detection & Response), XDR solutions, subscription-based or recurring revenue services within managed security environments.
- Experience positioning advanced threat protection, endpoint security, and managed firewall services.
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