SonicWall is a cybersecurity forerunner with more than 30 years of expertise and is recognized as a leading partner-first company, ensuring our partners and their customers are never alone in the fight against cybercrime. With the ability to build, scale and manage security across the cloud, hybrid and traditional environments in real-time, SonicWall provides relentless security against the most evasive cyberattacks across endless exposure points for increasingly remote, mobile and cloud-enabled users. With its own threat research center, SonicWall can quickly and economically provide purpose-built security solutions to enable any organization—enterprise, government agencies and SMBs—around the world. For more information, visit www.sonicwall.com or follow us on Twitter, LinkedIn, Facebook and Instagram.

Senior Territory Manager – MSS Team

SonicWall delivers holistic Cybersecurity for the hyper-distributed era in a working reality where everyone is remote, mobile, and insecure. SonicWall safeguards organizations mobilizing for their new business normal with seamless protection that stops the most evasive cyberattacks across countless exposure points and increasingly remote, mobile, and cloud-enabled workforces. SonicWall closes the cybersecurity business gap for enterprises, governments, and SMBs worldwide by knowing the unknown, providing real-time visibility, and enabling breakthrough economics. For more information, visit www.sonicwall.com or follow us on Twitter, LinkedIn, Facebook and Instagram.

Ready to do your part in the cyber arms race? SonicWall offers fun, high-energy work environments on the cutting edge of technology, networking, and cybersecurity. Whether you’re in sales, marketing, engineering, product management, technical support, or finance, you’ll have real opportunities to help protect more than 500,000 organizations across the globe. If you’re ready for a career that can impact change — and not just another job — join one of the committed and enthusiastic SonicWall teams in offices worldwide.

SonicWall is seeking a Senior Territory Manager to join our team. You will drive Managed Security Solutions through our MSP Channel Partners in this quota-carrying role. The STM will manage key partners' activities, including forecasting, quota attainment, sales training, sales/opportunity management, and compliance with certification requirements. Position the SonicWall portfolio, sell end-to-end solutions, and articulate our strategies to customers, partner owners, senior management, and personnel. Develop relationships with partner sales teams to obtain and develop leads that foster opportunities. Coordinate regional sales operations, service, and marketing activities with our MSPs and MSSPs.

Responsibilities:

Developing sales and channel strategies, preparing proposals and quotes, and presenting managed security solutions to MSPs, MSSPs, and end customers
Ability to map SonicWall’s value propositions into an MSP’s strategic priorities to create compelling events for their sales force
Guiding VARs and resellers in transforming their businesses into MSPs through MRR consumption models
Understand the features, benefits, and technical aspects of XDR and other security services and illustrate them to potential partners
Explain complex cybersecurity concepts to non-technical stakeholders in a clear, concise manner
Ability to develop and execute a joint business plan with MSPs that maps out quota achievement strategies and tactics
Provide reliable MSP forecasts on a monthly, quarterly, and annual interval
Actively develops solid, qualified, and healthy MSP sales pipeline and meets quota expectations
Act as a trusted advisor, understanding client pain points and aligning solutions to their needs
Advocate for the importance of proactive security measures and continuous monitoring
Engage with end customers to feed MSP partners with new opportunities
Stays abreast of current industry trends to help solve specific market challenges
Leverages cross-functional resources to achieve results/meet customer needs
Prioritize tasks effectively to focus on high-value opportunities
Makes decisions based on an appropriate amount of information/data analysis
Responsible for expanding business relationships/market share
Serve as a subject matter expert on SonicWall’s managed security services

Requirements:

Existing strong relationships within MSP/MSSP customer and channel accounts
5+ years of sales experience, preferred in a monthly consumption of services model
Demonstrable channel sales experience in the managed security services field.
Familiarity with cybersecurity frameworks, tools, and concepts (e.g., XDR, SIEM, SOC, endpoint protection, threat intelligence)
Familiarity with frameworks like GDPR, CCPA, PCI-DSS, HIPAA, or NIST Cybersecurity Framework
Understand the managed security services competitive landscape well
Key account management experience
Proven ability to close deals, manage objections, and negotiate contracts
Strong understanding of advanced security concepts, deployment, and management of security services
Demonstrate the ability to discuss technical details with IT stakeholders and translate them into business value for decision-makers
Strong analytical skills to assess customer pain points and propose tailored solutions
Excellent verbal, written, interpersonal, and presentation skills
Strong attention to detail
Proficient in managing multiple leads and deals simultaneously, with strong CRM skills (SFDC preferred)
Must have successful track- record of working in a remote field position
Team player but required to be highly independent at times with a desire for success
Lead the development and maintenance of regional strategy for the team, which aligns with national goals
Ability to adapt to rapidly changing market trends and skilled in assessing customer environments and recommending the best solutions
Ability to travel (60%) to local and nationwide engagements

Education and Experience:

Bachelor’s degree and at least 5 years of related experience; or an advanced degree without experience; or equivalent work experience preferred.

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SonicWall is an equal opportunity employer.

We are committed to creating a diverse environment and are an equal opportunity employer. All qualified applicants receive consideration for employment without regard to race, color, ethnicity, religion, sex, gender, gender identity and expression, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis prohibited by applicable law.

At SonicWall, we pride ourselves on recruiting a diverse mix of talented people and providing active security solutions in 100+ countries.

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