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Inside Territory Manager

Remote, Costa Rica

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 Inside Territory Manager is responsible for driving revenue growth through SonicWall’s channel ecosystem by developing and expanding relationships with regional partners and distributors. This role focuses on generating net-new business, growing existing SMB accounts, and building a strong sales pipeline through proactive partner engagement, outbound outreach, and marketing collaboration.

Working closely with channel partners, distributors, and internal sales teams, the Inside Territory Manager serves as a key liaison to accelerate partner success, increase market penetration, and support territory sales objectives through strategic account development and pipeline management.

Responsibilities

  • Drive revenue growth within an assigned territory by enabling channel partners to generate net-new business opportunities and expand existing SMB accounts.
  • Develop and deepen relationships with regional channel partners and distributors to increase engagement, pipeline generation, and sales performance.
  • Proactively support partners through joint selling activities, opportunity development, and pipeline acceleration initiatives.
  • Promote and execute marketing campaigns and partner programs to increase demand generation and partner participation.
  • Maintain a strong understanding of partner business models, organizational structure, and growth strategies to support annual business planning.
  • Manage and forecast partner-driven pipeline activity to ensure achievement of revenue targets.
  • Conduct outbound outreach via phone, email, and virtual meetings to onboard new partners and activate existing partners.
  • Provide ongoing enablement by positioning SonicWall technologies, products, and services aligned to partner and customer needs.
  • Act as a liaison between customers, channel partners, distributors, and internal SonicWall sales teams to ensure alignment and deal progression.
  • Track activities, opportunities, and account engagement within Salesforce.com (or similar CRM) to maintain accurate forecasting and reporting.
  • Collaborate cross-functionally with marketing, field sales, and partner programs teams to support territory initiatives.

Requirements

  • Strong written and verbal communication skills with the ability to clearly articulate value propositions and business outcomes.
  • Demonstrated critical thinking and analytical skills with the ability to translate data into actionable plans.
  • Ability to manage multiple priorities in a fast-paced, quota-driven environment while meeting deadlines.
  • Proven organizational and time-management skills with strong attention to detail.
  • Self-motivated and results-oriented with the ability to work independently and drive initiatives to completion.
  • Strong collaboration skills with experience working across cross-functional teams.
  • Proficiency in Microsoft Office applications.
  • Experience using Salesforce.com or similar CRM platforms.
  • Ability to build relationships and influence partners and stakeholders effectively.

Education & Experience

  • Bachelor’s degree with at least 1 year of relevant sales, channel, or account management experience; or
  • Advanced degree without prior experience; or
  • Equivalent combination of education and professional experience.

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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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