Senior Territory Manager

Summary

Join SonicWall as a Senior Territory Manager in Germany, working remotely to serve as an ambassador to our SecureFirst Partners. You will be integral to partner business development, fostering strong relationships across departments and driving revenue growth and market share expansion. Responsibilities include building territory plans, developing joint growth strategies with partners, and aligning sales teams. You will engage with C-level executives, manage partner activities, and provide forecasts. Success requires significant German IT channel experience, proven ability to influence senior executives, strong collaboration skills, and advanced security knowledge.

Requirements

• Relevant technology work experience, including significant knowledge and experience of the German IT channel, 8 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
• Strong collaboration skills with the ability virtual sales teams
• Strong understanding of advanced security concepts, solution selling
• Familiar with BANTI and MEDDPICC
• Exceptional communication skills, both written and oral, along with strong public presentation skills, Germany & English required
• Proven track record of meeting and exceeding partner quota expectations, MRR/ARR
• Must have proven successful track record of working in a remote field position
• Bachelor Degree desirable

Responsibilities

• Build and execute a Territory Plan for the Territory assigned
• Build a joint growth business plan with key strategic partners
• Establish strategic alignment between Strategic Sales Team and the channel partners
• 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 to agree joint investments, initiatives and drive growth, engage with partner end users when required
• Establish and develop engagements with prospective future strategic partners
• Through the Territory and Partner plans organise and maintain senior stakeholder engagement between SonicWall and the partner
• Consistently promote priorities and programs to key partners at the executive level for increased productivity, areas of focus Network Security/MSS/ ZTNA to MSP partners
• 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

Preferred Qualifications

Experience with Salesforce Dashboards and Reports is a plus