Senior Territory Manager

Summary

Join SonicWall, a leading cybersecurity company, as a Senior Territory Manager to drive Managed Security Solutions through our MSP Channel Partners. This quota-carrying role involves managing key partner activities, including forecasting, quota attainment, sales training, and compliance. You will position the SonicWall portfolio, sell end-to-end solutions, and develop relationships with partner sales teams. The position requires strong sales experience in managed security services, familiarity with cybersecurity frameworks, and excellent communication skills. You will be responsible for expanding business relationships and market share, serving as a subject matter expert on SonicWall’s managed security services. This role requires significant travel.

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)
• 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
• 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

Responsibilities

• Develop sales and channel strategies, prepare proposals and quotes, and present managed security solutions to MSPs, MSSPs, and end customers
• Map SonicWall’s value propositions into an MSP’s strategic priorities to create compelling events for their sales force
• Guide 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
• 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 develop solid, qualified, and healthy MSP sales pipeline and meet 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
• Stay abreast of current industry trends to help solve specific market challenges
• Leverage cross-functional resources to achieve results/meet customer needs
• Prioritize tasks effectively to focus on high-value opportunities
• Make decisions based on an appropriate amount of information/data analysis
• Expand business relationships/market share
• Serve as a subject matter expert on SonicWall’s managed security services
• Lead the development and maintenance of regional strategy for the team, which aligns with national goals
• Adapt to rapidly changing market trends and be skilled in assessing customer environments and recommending the best solutions

Preferred Qualifications

5+ years of sales experience, preferred in a monthly consumption of services model