Territory Manager

Territory Manager

Brazil - 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.

Responsibilities:

• Drives sales within the Channel market segment
• Maintains strong customer and partner (distributors and resellers) relationships
• Experience in developing sales and channel strategies, preparing proposals and quotes, and presenting SonicWall portfolio
• 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 that maps out quota achievement strategies and tactics
• Provide reliable forecasts on a monthly, quarterly and annual interval
• Manage all territory strategic partnership engagements including but not limited to partner annual plans, QBRs
• Identifies creative incentives and opportunities (for partners and customers) to increase sales
• Serve as a subject matter expert of SonicWALL's products and services
• Develop and execute territory plans focused on market share expansion within Brazil's cybersecurity market.
• Drive recruitment, onboarding and enablement of new strategic partners, MSPs, MSSPs and system integrators.
• Work jointly with channel partners to create and execute marketing campaigns, partner-led events, webinars and customer demand generation activities and meet quota expectations.
• Coordinate technical, sales and certification activities to increase partner competency and partner program tier progression
• Lead competitive displacement strategies and large, complex sales opportunities

Requirements:

• Existing strong relationships within enterprise customer and channel accounts
• Demonstrable enterprise channel sales experience in networking or cybersecurity field.
• Understand Network Security competitive landscape well
• Experience selling cybersecurity solutions such as Next Generation Firewall, Secure Remote Access, Cloud Security, Endpoint Security, MDR, XDR, NAC or Security Services.
• Key account management experience
• Proven record of meeting and exceeding partner quota expectations
• Strong understanding of advanced security concepts, solution selling
• Excellent verbal, written, interpersonal, and presentation skills
• Strong attention to detail
• Must have 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 and willingness to travel within territory
• Experience leading strategic channel initiatives
• Fluent Portuguese and professional English communication skills.

Education and Experience:

• At least 3 years of related experience with a Bachelor's degree; or 1 year and a Master's degree; or a PhD without experience; or equivalent work experience preferred