Inside Strategic Account Manager

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 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.