Note: The job is a remote job and is open to candidates in USA. SonicWall is a cybersecurity company providing security solutions across cloud, hybrid, and traditional environments. The Inside Strategic Account Manager will manage and expand SASE/ZTNA partner accounts, recruit and enable service providers, support overlay sales, and drive partner revenue, consumption, and adoption of broader security services.
Responsibilities
- 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
- 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
- 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
- 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
- Create and execute joint business plans with partners, including consumption targets, pipeline development activities, and go-to-market initiatives aligned to measurable revenue growth
- 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
- 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
- Collaborate with marketing teams to execute campaigns, events, webinars, and co-marketing initiatives that generate awareness, pipeline, and revenue within the service provider community
- 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
Skills
- 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
- 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
Company Overview
Company H1B Sponsorship