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.
The mission of the Territory Manager (TM) is to serve as an ambassador to our SecureFirst Partners. The TM is responsible for the growth of SonicWalls business in the Territory – develop and maintain effective quality engagements and relationships with distributors and partners in the Territory. The TM must be an integral part of their focused partner’s business, develop and hold effective relationships across all the various departments and teams in the organization. The TM 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 the Partners revenue in Territory along with market share. The 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 leads that foster opportunities. Work closely with the SonicWall regional sales teams to ensure proper channel engagement and customer satisfaction. Coordinate regional sales operations, service, and marketing activities with local partners.
Job Description
- Build and execute a Territory Plan for the Territory
- Serve as an integral part of the channels and alliances team, closely aligned with the regional sales leaders and other stakeholders, becoming a trusted channel advisor
- Collaboratively define partner GTM plans and objectives to enhance reach, efficiency, and execution
- Engage at C Level and Executive Level within the Partners and local Distributors to agree joint investments, initiatives and drive growth
- Establish and develop engagements with prospective future strategic partners
- Through the Territory and Partner plans organize and maintain senior stakeholder engagement between SonicWall Partners
- Consistently promote priorities and programs to key partners at the executive level for increased productivity
- Drive greater adoption of SonicWall use cases and sales strategies
- Understand trends in the cyber security market and the players within it to assist business initiatives for SonicWall and our Partners
- Provide reliable Partner forecasts on a monthly, quarterly and annual interval
- Build strong internal relationships to effectively execute using a virtual teaming approach
- Build a strong pipeline for SonicWalls strategic product and services lines – Cloud Secure Edge and Managed Security Services
- Based in the UK, with frequent travel required.
Your Experience
- Relevant technology work experience, including significant knowledge and experience of the UK IT channel, 5 years +
- Proficiency in developing Partner/Territory business plans, formulating partner/territory strategies, and the ability to gauge success against key performance indicators and overall return on investment
- Proven experience in influencing senior-level partner executives and/or partner principals
- Experience of utilizing a 2-Tier channel model to drive success
- Strong leadership skills with the ability to develop and manage virtual sales teams
- Strong understanding of advanced cyber security concepts, solution selling
- Proven track record of meeting and exceeding partner quota expectations
- Exceptional communication skills, both written and oral, along with strong public presentation skills
- Experience with Salesforce Dashboards and Reports is a plus
- Must have proven successful track record of working in a remote field position
- Knowledge of the cyber security commercial landscape
- Additional Language skills besides English is a plus
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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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