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Senior Territory Manager

Germany - Remote

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 role requires residence in specific regions, including Southern Bavaria & Southeastern Baden-Württemberg (e.g., Munich, Rosenheim, Augsburg, Ulm, Ingolstadt); Northern Bavaria (Franconia), Thuringia & Surrounding Areas (e.g., Nuremberg, Würzburg, Erfurt, Weimar, Eisenach, Bamberg, Bayreuth). This requirement is based on operational needs and role responsibilities.

The mission of the Territory Manager (TM) is to serve as an ambassador and a trusted security advisor to our SecureFirst Partners. The TM must be an integral part of the partner’s business and have a solid relationship across all the various departments and teams in the organization. The TM must be the driving force with a strong business development mindset along with possessing entrepreneurial type skills with a relentless passion that will help expand and grow the assigned Territory and included Partners revenue 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 identify leads that foster opportunities. Drive and monitor opportunities through the entire sales cycle and ensure a proper value messaging by analyzing beforehand the specific requirements in the dedicated project by using SPIN, BANTi and other techniques. Work closely with the SonicWall regional sales teams in tiger teams on specific topics to ensure proper channel engagement and customer satisfaction. Coordinate regional sales operations, service, and marketing activities with local partners. 


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


Qualifications:
• 5+ years of sales (high touch and channel) experience
• Proven track record of meeting and exceeding partner quota expectations
• Must have proven successful track record of working in a sales position in the cybersecurity industry 
• Existing strong relationships within 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 and vertical sales
• Excellent verbal, written, and presentation skills in German, and English
• Strong remote-team interpersonal skills, highly motivated, team oriented
• Ability and willingness to travel within territory
• Event participation and running or attending panels, key notes, interviews
• hosting and leading webinars to partners and customers

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 gender.

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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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