Territory Manager

Ready to do your part in the world of Cybersecurity? SonicWall is a leader in cybersecurity and networking solutions that put our partners at the heart of our innovation to ensure ease of doing business in a world full of opportunities. With more than a 30-year history, we embrace an outside-in approach, listening and learning from our partners and customers to provide the outcomes their organizations require.

If you’re ready for a career that can impact real change — and not just another job — join us

The mission of the Senior Channel Account Manager - Senior Territory Manager (TM) is to serve as an ambassador to our SecureFirst Partners. The CAM TM must be an integral part of the partner’s business and have a solid relationship across all the various departments and teams in the organization. The CAM must be the driving force with a solid business development mindset along with possessing entrepreneurial type skills with a relentless passion that will help expand and grow his/her the assigned Territory and included Partners revenue along with market share. The CAM TM will manage key partner activities including forecasting, quota attainment, sales training, sales/opportunity management, compliance with certification requirements. Position end-to-end solutions and articulate our strategies to owners, senior management. and partner personnel. Develop relationships with partner sales teams to obtain and develop identify leads that foster opportunities. Drive and monitor opportunities through the entire sales cycle and ensure a proper value messaging by analyzing beforehand the specific requirements in the dedicated project by using SPIN, BANTi and other techniques. Work closely with the SonicWall regional sales teams in tiger teams on specific topics to ensure proper channel engagement and customer satisfaction. Coordinate regional sales operations, service, and marketing activities with local partners.

Responsibilities:

Experience in developing sales and channel strategies, preparing proposals and quotes, and presenting security solutions. Ability to map SonicWall’s value propositions into a partner's strategic priorities to create compelling events for their sales force. Ability to develop and execute a joint business plan with partners that maps out quota achievement strategies and tactics Provide reliable Partner forecasts on a monthly, quarterly and annual interval Actively develops solid, qualified and healthy Partner sales pipeline and meet quota expectations Maintains strong partner (distributors and resellers) relationships Identifies creative incentives and opportunities to increase sales Serve as a subject matter expert of SonicWall’ products and services Manage all territory strategic partnership engagements, including but not limited to partner annual plans, QBRs

Qualifications :

5+ years of enterprise channel sales (high touch and channel) experience Proven track record of meeting and exceeding partner quota expectations Must have proven successful track record of working in a remote field position Existing strong relationships within enterprise customer and channel accounts Lead, development and maintenance of regional strategy for the team which aligns with national goals Strong understanding of advanced security concepts, solution selling and vertical sales Excellent verbal, written, and presentation skills in German, French and English, Strong attention to detail Strong remote-team interpersonal skills, highly motivated, team oriented Ability and willingness to travel within territory Event participation and running or attending panels, key notes, interviews hosting and leading webinars to partners and customers

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