Senior Channel Account Manager, SonicWall
Network security solutions
Be an early applicant
Network security solutions
1001+ employees
Be an early applicant
1001+ employees
Company mission
To provide companies with technology that is as affordable as it is effective.
Role
Who you are
- 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
- Strong leadership skills with the ability to develop and manage 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
- Experience with Salesforce Dashboards and Reports is a plus
- Proven track record of meeting and exceeding partner quota expectations
- Must have proven successful track record of working in a remote field position
What the job involves
- The mission of the Senior Channel Account Manager (CAM) is to serve as an ambassador to our SecureFirst Partners
- The CAM must be an integral part of the partner’s business, develop and hold effective relationships across all the various departments and teams in the organization
- The CAM 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 CAM 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
- Build and execute a Territory Plan for your Nationals Partners Territory
- 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
- Establish and develop engagements with prospective future strategic partners
- Through the Territory and Partner plans organise and maintain senior stakeholder engagement between SonicWall and National 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
Our take
As workplaces become more distributed, and cyberattacks get smarter and more frequent, companies require more robust cybersecurity systems to protect themselves and their customers. SonicWall offers next-gen firewalls and cybersecurity solutions for hyper-distributed spaces, to allow businesses across industries to protect their vital infrastructure and data.
SonicWall was founded in 1991, and has continuously delivered internet security solutions and appliances for the evolving digital world. Its Boundless Cybersecurity products can stop targeted cyberattacks and manage remote workforce access, as well as facilitating secure cloud adoption, delivering zero-trust security, and more, all contributing to providing safety in distributed digital spaces. In addition, the company publishes the world’s most quoted ransomware threat intelligence in the SonicWall Cyber Threat Report.
In 2022, SonicWall was awarded the CRN Annual Report Card Award for Enterprise Network Security, showing that it is a top technology vendor in its field. The company continues to improve its products, with several recent and future releases contributing to enhancing the protections it offers.
Freddie
Company Specialist
Insights
3% employee growth in 12 months
Company
Company benefits
- Educational Assistance: SonicWall prioritizes the best version of our employees by helping them grow and learn. We enhance formal training with individualized development programs, mentoring, networking, stretch assignments and growth opportunities.
- Time to Recharge: With paid time off, ample holidays and a great work-life balance, our employees have the time they need to rest and come back with new and fresh ideas.
- Rewards for Your Achievements: Our achievement model allows you to thrive and grow at SonicWall. Long and short-term incentive programs reward your achievements both this year and down the road.
- The Ability to Make a Difference: Our community efforts, charity drives and other involvement programs allow us to work towards a better world together.
- Wellness Programs That Support the Whole You: We put employee health and wellness first because it is essential for the health of our business.
Company values
- Innovation - We provide cutting-edge security solutions to organizations of all sizes. SonicWall’s threat intelligence enables customers across the world to ‘Fear Less’ – and our organization empowers our employees to innovate fearlessly
- Accountability - At SonicWall, we identify solutions, not problems. Our team-first mentality allows for individual employees to own responsibility for solutions while receiving ever-present support from peers
- Integrity - We value absolute honesty and intellectual integrity in all dealings. When in doubt, we do the right thing
- Growth - SonicWall embraces an ongoing quest to expand horizons into new markets and opportunities. We are excited to inspire employees to grow with us as we build on our past, but look towards the future
Company HQ
Milpitas, CA
Articles
Leadership
Robert VanKirk
(President & CEO, not founder)Initially worked at the company as SVP of Strategic Customer Sales and CRO before transitioning into their current role in August 2022. Former EVP of Global Sales and Marketing at Silent Circle.
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