SonicWall

• Outbound phone and email communications to both existing Customers and Channel Partners • Recommends business solutions considering customer needs and SonicWall interests • Utilizes installed product subscription records and reporting to drive increases in active subscribers within the Installed Base • Liaises between Customers, Partners, and the SonicWall sales organization. Facilitates sales information flow to regional sales teams and leaders • Drives Lifecycle Management process improvements amongst Partners and Customers • May be responsible for influencing sales behavior and capabilities among sales teams. Initial point of contact for Installed Base data inquiries Maintain documentation for all projects and initiatives involving Installed Base growth • Enhances and further builds relationships with existing customers based upon knowledge of SonicWall’s technology, products and services. Leverages cross-functional resources to achieve results.

• Manage and grow existing customer accounts while driving new customer acquisition. • Execute the full sales cycle from prospecting to close. • Build relationships with key stakeholders and executive decision-makers. • Identify customer business challenges and recommend tailored SonicWall solutions. • Collaborate with channel partners and internal teams to achieve quarterly and annual revenue goals. • Develop and execute territory plans to maximize market opportunities. • Maintain accurate pipeline management, forecasting, and CRM (Salesforce) records. • Represent SonicWall at industry events, customer meetings, and partner engagements. • Stay informed on cybersecurity, networking, and industry trends.

Role Description We are seeking a highly skilled Test Staff Engineer with deep expertise in Firewall/Security testing and strong hands-on automation. This role requires technical leadership, end-to-end ownership of test strategy for assigned components, and building scalable automation and test tools to ensure high-quality SonicOS releases. Key Responsibilities - Own test strategy, planning, execution, and quality sign-off for SonicOS components - Architect, develop, and maintain automation frameworks, pipelines, and test tools - Drive an automation-first regression strategy and improve overall test coverage - Perform complex system, integration, and upgrade/downgrade testing - Partner with Dev/PM in design reviews, scrums, and defect triage - Lead root-cause analysis and validation of critical customer issues - Mentor engineers; review test plans, automation design, and coverage - Drive release readiness, escape analysis, and quality metrics Qualifications - Strong Networking: TCP/IP, Routing, NAT, VLANs, Firewall policies - Firewall/Security: VPN, DPI/App Control, IPS, Gateway AV, Geo-IP, Botnet - Automation: Playwright / Selenium / PyTest / Robot Framework - Programming: Python or JavaScript (framework/tool development) - Linux/Unix, debugging with logs, core dumps, packet capture (tcpdump/Wireshark) - CI/CD integration (Jenkins, Git-based pipelines) - Defect tracking & test management (JIRA or similar) - Exposure to effective usage of AI tools Requirements - Experience with signature-based services & live update pipelines - Cloud test environments (AWS/Azure) - Handling customer escalations/field issue reproduction Soft Skills - Technical leadership, strong ownership, and decision-making - Excellent debugging and communication skills - Ability to lead quality initiatives across teams Education - B.E / B.Tech / M.Tech in CS/IT or related fields Company Description 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. For more information, visit www.sonicwall.com or follow us on Twitter , LinkedIn , Facebook , and Instagram .

• Perform thorough testing of software applications to identify defects and ensure product quality. • Develop, maintain and execute automation test scripts using Python. • Design, implement and manage automated test frameworks to ensure comprehensive test coverage. • Continuously improve and refactor existing automation scripts and frameworks to enhance efficiency and effectiveness. • Validate and verify networking components, configurations, and protocols as part of the overall software testing process. • Troubleshoot and analyze network issues encountered during testing. • Collaborate with network engineers to ensure seamless integration and performance of networking features. • Work closely with developers to understand application functionality, identify test requirements and resolve defects. • Participate in agile development processes, including sprint planning, stand-ups and retrospectives. • Provide timely and constructive feedback to the development team on software defects and improvements.

• Outbound phone and email communications to both existing Customers and Channel Partners • Recommends business solutions considering customer needs and SonicWall interests • Utilizes installed product subscription records and reporting to drive increases in active subscribers within the Installed Base • Liaises between Customers, Partners, and the SonicWall sales organization. Facilitates sales information flow to regional sales teams and leaders • Drives Lifecycle Management process improvements amongst Partners and Customers • May be responsible for influencing sales behavior and capabilities among sales teams. Initial point of contact for Installed Base data inquiries Maintain documentation for all projects and initiatives involving Installed Base growth • Enhances and further builds relationships with existing customers based upon knowledge of SonicWall’s technology, products and services. Leverages cross-functional resources to achieve results.

• The Director, Go-to-Market Engineering reports directly to the CMO and leads both the Integrated Marketing Managers aligned to each SonicWall product line and the Marketing Operations team. • Responsible for designing, building, and continuously optimizing SonicWall's global demand engine. • Design the system, instrument every layer, optimize the connections between them, and let the machine compound over time. • Maintain a close working relationship with product marketing counterparts, co-developing the messaging frameworks, GTM strategies, and campaign narratives that translate product positioning into partner-activated market demand. • Drive quarterly GTM planning cadences and ensure alignment across demand, field, ops, comms, product marketing, and channel functions.

• Design and own SonicWall's global demand engine -- the integrated system of data signals, technology platforms, paid and organic media, AI-powered workflows, channel and field programs, and coordinated tactics that produces pipeline at scale. • Map and continuously optimize the full GTM motion from market awareness through partner engagement to pipeline creation, identifying friction points and engineering solutions at every stage. • Define the instrumentation and measurement framework that makes the demand engine visible -- ensuring every component is tracked, attributed, and connected to revenue outcomes. • Introduce AI agents, automation, and modern MarTech as active, integrated components of the demand system rather than experimental add-ons. • Stay ahead of emerging GTM approaches, tools, and channels, and bring a grounded point of view on what SonicWall should adopt and when.

• Drive new business acquisition hunting by identifying, targeting, and closing net-new end customer opportunities within the assigned territory • Build, develop, and maintain a robust, qualified sales pipeline aligned to or exceeding quota expectations • Deliver accurate and reliable monthly, quarterly, and annual forecasts • Engage directly with enterprise and mid-market end customers to understand security needs and position appropriate solutions • Sell and position solutions across three core areas: • Network Security (NetSec) – firewalls, threat prevention, secure network architecture • Managed Security Services (MSS) – MDR, XDR, CDR, SOC services, subscription-based security offerings. • Cloud Secure Edge / ZTNA – secure remote access, zero trust architecture, and internet security • Develop and execute a territory strategy and account plans that align with revenue and growth objectives • Lead customer engagements, including discovery, solution design alignment, proposals, and executive presentations • Translate business challenges into value-based security solutions that align with customer priorities and outcomes • Create compelling business cases and proposals that differentiate offerings in competitive environments • Identify and drive upsell and cross-sell opportunities across the product and services portfolio • Act as a trusted advisor and subject matter expert on cybersecurity solutions and industry trends • Collaborate cross-functionally with internal teams to ensure successful deal execution and customer satisfaction

• Serve as the primary marketing point of contact for partners and distributors across APJ • Deliver marketing enablement and trainings for partners and their sales teams • Plan, budget, and track execution of MDF-funded activities, with regular ROI reporting • Drive adoption of joint marketing programs with partners • Plan and execute demand generation programs across digital, events, and content - with clear pipeline targets • Develop new customer case studies and video testimonials in partnership with sales • Act as the regional marketing liaison for the sales team and suppliers • Lead and develop a team of two field marketers based in India and Japan, setting priorities and coaching for growth

• Drive revenue growth and new business with a focus on end users and channel partners. • Expand opportunities within existing SMB accounts by collaborating with selected regional channel partners and distributors. • Support and engage channel partners to grow pipelines and increase revenue. • Build relationships by leveraging knowledge of SonicWall’s technology, products, and services. • Plan and execute marketing campaigns within the channel community, including partner recruitment. • Maintain close relationships with channel partners, understanding their business models and processing annual business plans. • Manage pipelines and opportunities through and with channel partners. • Conduct outbound phone, email, and digital communications with current and prospective channel partners. • Serve as a liaison between customers, partners, and the SonicWall sales organization.