Sr. Strategic Account Manager at SonicWall Inc

Key responsibilities

• Working within the newly created Strategic Partnership division, this individual will be responsible for selling SonicWall Security solutions, products and services in assigned territory to MSSPs, SIs, TELCOs and ISPs. He/She will work collaboratively with sales leadership & local teams to develop and execute programs with the intent of strengthen relationship with companies in selected verticals within the assigned territory.
• Business Vision and Strategic Engagement
• Demonstrates a high level of Industry and Customer understanding. Should be able to articulate a clear vision of where SonicWall can deliver unique value. He/She should be able to become a ‘Trusted Advisor’ for the customer. A high level of service understanding, and respective mentality is a must.
• Executive Relationships
• The candidate is expected to engage and build strong working relationships across mid and senior-level (CXX) decision-makers.
• Business Growth, Profitability and Customer Satisfaction
• Innovate and drive key opportunities, utilize the complete range of SonicWall capabilities (leverage the Partner Enablement Services) to maximize revenue opportunity, extending the depth of sold products & solutions to expand the business opportunity.
• Targeting large-scale, high value growth opportunities that produces results in short term with a long-term perspective, and focus on immediate ROI and medium size opportunities.
• Maximizes the local sales team effectiveness, growing the knowledge and execution of MSSP initiative, and the engagement with the Customer through the development of value-added partnerships that bring mutual benefit for the company and the Customer.
• Maintain and improve customer satisfaction
• Reporting
• Provides accurate and timely forecast information to enable Senior Management to understand and respond correctly to the current circumstances with the Customer. Builds a comprehensive Account /Territory Plan designed to solve customer problems and achieve targets.

Education, Experience And Competencies Required

• Bachelor’s degree or equivalent field/work experience.
• 5+ years’ experience in service/solution selling, channel management, or account management in networking or security field.
• Proven track record in establishing credibility with key decision makers through demonstrating strong interpersonal communication skills, and in-depth knowledge of customer business needs, and solving their business problem.
• Deep understanding of security services especially around Managed Security Services. Provable experience in selling to MSSP’s or working for MSSP’s..
• Established interpersonal skills, strong strategy development, program management and relationship management skills and be capable of influencing across multiple groups and/or organizations.