Senior Territory Manager

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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