Senior Territory Manager, SonicWall
Network security solutions
Job no longer available
Network security solutions
1001+ employees
Job no longer available
1001+ employees
Company mission
To provide companies with technology that is as affordable as it is effective.
Role
Who you are
- 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
- Bachelor’s degree and at least 5 years of related experience; or an advanced degree without experience; or equivalent work experience preferred
What the job involves
- 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
- 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
Our take
As workplaces become more distributed, and cyberattacks get smarter and more frequent, companies require more robust cybersecurity systems to protect themselves and their customers. SonicWall offers next-gen firewalls and cybersecurity solutions for hyper-distributed spaces, to allow businesses across industries to protect their vital infrastructure and data.
SonicWall was founded in 1991, and has continuously delivered internet security solutions and appliances for the evolving digital world. Its Boundless Cybersecurity products can stop targeted cyberattacks and manage remote workforce access, as well as facilitate secure cloud adoption, zero-trust security, and more. In addition, the company publishes the world’s most quoted ransomware threat intelligence in the SonicWall Cyber Threat Report.
In 2022, SonicWall was awarded the CRN Annual Report Card Award for Enterprise Network Security, showing that it is a top technology vendor in its field. The company continues to improve its products, with several recent and future releases contributing to enhancing the protections it offers.
Freddie
Company Specialist at Welcome to the Jungle
Insights
3% employee growth in 12 months
Company
Company benefits
- Educational Assistance: we enhance formal training with individualized development programs, mentoring, networking, stretch assignments and growth opportunities
- Time to Recharge: with paid time off, ample holidays and a great work-life balance, our employees have the time they need to rest and come back with new and fresh ideas
- Rewards for Your Achievements: long and short-term incentive programs reward your achievements both this year and down the road
- The Ability to Make a Difference: our community efforts, charity drives and other involvement programs allow us to work towards a better world together
- Wellness Programs That Support the Whole You: we put employee health and wellness first because it is essential for the health of our business
Company HQ
Milpitas, CA
Leadership
Robert VanKirk
(President & CEO)Initially worked at the company as SVP of Strategic Customer Sales and CRO before transitioning into their current role in August 2022. Former EVP of Global Sales and Marketing at Silent Circle.
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