Regional Cloud Sales Associate- West

Key Responsibilities: 

1. Sales and Revenue Generation:

• Develop and execute a regional sales plan to meet and exceed sales targets within the assigned territory.
•  Identify and pursue new business opportunities by engaging prospective clients, understanding their needs, and positioning SonicWall’s Cloud Secure Edge cybersecurity solutions effectively.
• Utilize Salesforce to manage and track sales activities, opportunities, partner, and customer interactions.

2. Channel Partner Management:

• Cultivate and maintain strong relationships with channel partners (incl. MSPs, VARs, Distributors) to drive joint sales efforts.
• Collaborate with channel partners to develop co-marketing strategies, joint sales initiatives, and training programs to enhance their selling capabilities.
•  Monitor channel partner performance, providing support and guidance to optimize their sales effectiveness.

3. Sales Process Improvement:

• Analyze current sales processes and identify areas for improvement to streamline sales motions and increase efficiency.
•  Implement best practices and standardize sales processes associated with our Managed Service Provider (MSP) channel to enhance and improve our partner experience and sales motion.
•  Collaborate with internal teams to develop tools, resources, and training materials that support the sales team and channel partners.

4. Pipeline Development and Deal Closure:

• Proactively build and manage a robust sales pipeline through networking, prospecting, and lead generation activities.
• Conduct thorough needs assessments to identify client pain points and tailor solutions to meet their cybersecurity requirements.
• Lead sales presentations, product demonstrations, and negotiations to close deals and achieve revenue targets.

5. Territory Management:

• Develop a deep understanding of the assigned territory, including market trends, competitive landscape, and key decision-makers.
•  Create and execute a territory business plan that aligns with overall sales objectives and growth targets.
•  Regularly report on territory performance, sales activities, and forecasts to the Regional Sales Manager.

Qualifications:

Education & Experience:

• Bachelor’s degree in business, Marketing, IT, or a related field (preferred but not required).
•  Minimum of 3 years of experience in a sales role, preferably within the cybersecurity, network security, or IT industry.
•  Proven record of accomplishment of meeting or exceeding sales targets/quotas.

Skills & Competencies:

• Proficiency in Salesforce CRM for managing sales activities and customer relationships.
• Strong knowledge of channel sales and experience working with channel partners.
•  Excellent communication, negotiation, and presentation skills.
•  Ability to build and maintain relationships with clients and partners.
•  Strategic thinking with the ability to analyze sales processes and implement improvements.
• Self-motivated, results-oriented, and capable of working independently as well as part of a team.

Technical Knowledge:

• Understanding of cybersecurity and network security concepts, solutions, and industry trends.
•  Ability to quickly grasp technical aspects of products and solutions to effectively communicate value propositions to clients.

Other Requirements: 

• Willingness to travel within the assigned territory as needed.
• Valid driver's license and reliable transportation.

Compensation varies based on location and work being performed. The starting pay range for a candidate selected for this position is generally within the range of 120,000 – $160,000 which represents Total Target Compensation (Annual Base Salary + Target Sales Incentive).  The successful candidate’s actual pay will also be based on qualifications and experience, so the actual starting pay may be above or below this range.

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