Back to jobs
New

Inside Strategic Account Manager

USA-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.

Position Overview

We are seeking an experienced Channel Account Manager to accelerate the growth of our SASE and ZTNA business within the Service Provider Program. This role combines direct account ownership with a specialist overlay function. You will be responsible for managing and expanding a portfolio of SASE/ZTNA-focused partners while serving as a subject matter expert across the broader partner ecosystem.

The primary objectives of this role are to increase the number of partners actively transacting SASE/ZTNA solutions and drive deeper adoption of the broader SASE portfolio, including Secure Web Gateway (SWG) and related security services. The ideal candidate will possess strong knowledge of the MSP/MSSP landscape, excellent relationship-building skills, and a proven ability to develop partners into high-performing revenue generators.

Key Responsibilities

Partner Account Management

  • Own and grow a portfolio of SASE/ZTNA-focused partner accounts, serving as the primary point of contact and driving revenue, consumption, and long-term partner success.
  • Develop and execute strategic account plans to maximize partner engagement and business growth.

Partner Recruitment and Activation

  • Expand the ecosystem of transacting SASE/ZTNA partners by identifying, recruiting, onboarding, and enabling service providers.
  • Collaborate with channel account managers to convert partner interest into new transactions and recurring consumption.

Portfolio Expansion and Cross-Selling

  • Increase revenue within the existing partner base by promoting the broader SASE portfolio, including Secure Web Gateway (SWG) and complementary security services.
  • Identify opportunities to expand partner adoption beyond initial ZTNA deployments.

Overlay Sales Support

  • Serve as the SASE/ZTNA subject matter expert for the Service Provider team.
  • Partner with Channel Account Managers on strategic opportunities where technical expertise and solution positioning can accelerate sales cycles and improve win rates.

Joint Business Planning

  • Create and execute joint business plans with partners, including consumption targets, pipeline development activities, and go-to-market initiatives aligned to measurable revenue growth.

Partner Enablement

  • Deliver training and enablement programs that equip partners to position, sell, and support SASE/ZTNA solutions effectively.
  • Educate partners on key use cases, including SSL VPN replacement, consumption-based licensing models, and service differentiation strategies.

Pipeline and Forecast Management

  • Monitor partner pipeline, bookings, and consumption metrics to identify growth opportunities and areas requiring intervention.
  • Maintain accurate forecasting and reporting through Salesforce and related sales tools.

Marketing and Demand Generation

  • Collaborate with marketing teams to execute campaigns, events, webinars, and co-marketing initiatives that generate awareness, pipeline, and revenue within the service provider community.

Partner Advocacy

  • Act as the voice of the partner by providing feedback on product capabilities, packaging, pricing, and program enhancements.
  • Advocate for initiatives that improve partner success and scalability.

Candidate Qualifications

  • Proven experience in networking and cybersecurity sales, with strong expertise in SASE, ZTNA, Secure Web Gateway (SWG), and cloud security solutions.
  • Deep understanding of the MSP, MSSP, and Service Provider marketplace, including industry trends, competitive dynamics, and partner business models.
  • Demonstrated success in consultative sales, uncovering customer challenges and delivering business-focused technology solutions.
  • Experience managing both direct partner relationships and overlay sales responsibilities within a channel organization.
  • Strong knowledge of the end-to-end sales process, including pipeline management, forecasting, and CRM discipline (Salesforce preferred).
  • Proven ability to build, develop, and retain strategic channel partnerships that drive revenue growth and customer success.
  • Self-motivated and results-oriented, with the ability to work independently while collaborating effectively across cross-functional teams.
  • Excellent communication, presentation, negotiation, and relationship management skills.
  • Strong analytical and forecasting capabilities, particularly within recurring and consumption-based revenue models.
  • Willingness to travel as needed to meet with partners, support business development activities, and attend industry events.

Preferred Qualifications

  • Experience selling through Service Provider, MSP, or MSSP channels.
  • Familiarity with consumption-based licensing and security-as-a-service business models.
  • Experience working with SASE, Zero Trust, networking, or cybersecurity vendors.

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.

Applicant Privacy Notice

Create a Job Alert

Interested in building your career at SonicWall? Get future opportunities sent straight to your email.

Apply for this job

*

indicates a required field

Resume/CV*

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

Select...
Select...

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in SonicWall’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 07/31/2029

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.