Channel Account Manager

SonicWall has been fighting the cybercriminal industry for over 26 years, defending small- and medium-sized businesses and enterprises worldwide. Backed by research from SonicWall Capture Labs and the formidable resources of over 26,000 loyal channel partners around the globe, our award-winning, real-time breach detection and prevention solutions secure more than a million business and mobile networks and their emails, applications and data.
Ready to do your part in the cyber arms race? SonicWall offers fun, high-energy work environments at the leading 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 committed and enthusiastic SonicWall teams in offices around the world.

The mission of the Territory Account Manager (TAM) is to drive sales opportunities within their territory market through the channel and high-touch customer sales engagement. The TAM 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 assigned Partners revenue along with market share. The TAM will manage key partner/customer activities including forecasting, quota attainment, sales training, sales/opportunity management, compliance with certification requirements. Position the entire SonicWall portfolio and sell end-to-end solutions and articulate our strategies to customers, partner owners, senior management and partner personnel. Develop relationships with partner sales teams to obtain and develop leads that foster opportunities. Work closely with inside sales. Coordinate regional sales operations, service, and marketing activities with local partners.

Responsibilities:
• Drives sales within the Channel market segment
• Provide reliable forecasts on a monthly, quarterly and annual interval
• Actively develops solid, qualified and healthy sales pipeline and meet quota expectations
• Maintains strong customer and partner (distributors and resellers) relationships
• Experience in developing sales and channel strategies, preparing proposals and quotes, and presenting SonicWall portfolio. 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 that maps out quota achievement strategies and tactics
• Provide reliable forecasts on a monthly, quarterly and annual interval
• Manage all territory strategic partnership engagements including but not limited to partner annual plans, QBRs
• Identifies creative incentives and opportunities (for partners and customers) to increase sales
• Serve as a subject matter expert of SonicWALL’s products and services

Qualifications:
• 5+ years of enterprise sales (high touch and channel) experience
• Proven track record of meeting and exceeding territory 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
• Excellent verbal, written, and presentation skills
• Strong attention to detail
• Strong remote-team interpersonal skills, highly motivated, team oriented
• Ability and willingness to travel within territory

SonicWall provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics.

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