SonicWall

• Proactive outbound phone and email communication with existing Customers and Channel Partners within the Installed Base (DACH region) • Drive subscription renewals, upsell and cross-sell opportunities based on Installed Base data and reporting • Utilize installed product subscription records to increase active subscribers and attach rates • Support and execute Installed Base growth initiatives and lifecycle management programs • Identify whitespace opportunities within existing customer environments • Act as liaison between Customers, Partners and the SonicWall sales organization to ensure smooth information flow • Support regional sales teams with Installed Base insights and renewal intelligence • Drive lifecycle management process improvements among Partners and Customers • Serve as initial point of contact for Installed Base-related data inquiries • Maintain accurate documentation of Installed Base activities, projects and initiatives in CRM systems • Leverage cross-functional resources (Sales, Renewals, Channel, Operations) to achieve revenue targets

• Proactive leader of technical discovery conversations to qualify and validate the customer requirements and use cases to build out a bill of materials that meets the customer needs and aligns to the desired outcomes. • Conduct technical sales presentations, product, and solution demonstrations across SonicWall portfolio to an audience typically between 1-100 persons, keeping partners and customers informed of our new solutions and industry trends. • Talk to and demonstrate SonicWall unique value proposition and to know our key competitive offerings in this space. • Builds out a minimum of 10 trusted relationships with channel partners, holding reoccurring meetings with their channel technical decision makers. • Builds out and maintains personal lab for most common demo requests and personal development. • Support remote partner product trials. • Technical lead for proof of concepts that are either with a partner or direct with a customer. • Participate in beta testing and feedback of products, working alongside the product management teams. • Teaming with support where necessary to preserve relationships with partners and customers. • Support key technical marketing initiatives, builds out collateral, presenting on virtual or external events. • Develop expertise to a PoC level between 3-6 x SonicWall product areas and a subject matter expert and go to persons for region. • Shares best practices with fellow peers. • Provides support for onboarding new solutions engineers. • Keeps regional sales informed of roadmap insights, product updates and technical best practices. • Adheres to the company values, guidelines, and solution engineering regional reporting tasks.

• Driving revenue growth – end user focus to drive net new business • Grow deeper into our existing SMB accounts within selected regional channel partners and distribution • Engage and support our channel partners in activities to assist in pipeline growth and revenue • Enhances and further builds relationships with Channel Partners based upon knowledge of SonicWall’s technology, products, and services • Promote and drive marketing campaigns within the channel community • Maintain relationship with channel partners including understanding their business model, structure and processing annual business plans • Drive Channel Partner revenue and manage pipeline • Outbound phone and email communications to both existing and new Channel Partners • Liaises between Customers, Partners and the SonicWall sales organization

Role Description Role: Territory Manager Delhi - Develop and manage strong relationships with partners (distributors, resellers, and solution providers). - Identify, onboard, and enable new partners, drive partner engagement and business growth. - Build and execute joint business plans aligned with revenue and quota targets. - Drive lead generation initiatives, partner programs, and roadshows. - Support partners with solution positioning, scoping, and commercial proposals. - Maintain a strong and healthy sales pipeline and deliver accurate forecasts (monthly, quarterly, annually). - Act as a subject matter expert for SonicWall products and solutions. - Conduct QBRs and manage strategic partner engagements across the territory. - Collaborate with marketing for partner communication and demand generation initiatives. - Identify creative incentives and strategies to accelerate partner-led sales. - Analyse partner ecosystem and market trends to optimize reseller mix and recruitment. - Act as an escalation point between partners and internal teams (sales, support, customer success). - Build strong relationships with CTO/CIO/CISO communities within the territory. - Drive revenue growth across all product portfolios. Qualifications - 10–14 years of experience in technology sales or channel management. - Proven track record of consistently meeting or exceeding sales targets. - Experience managing a territory/region independently. - Strong relationships with enterprise customers and partners in the region. - Good understanding of cybersecurity concepts and solution selling. - Experience in building and executing partner business plans. - Proficiency in Salesforce and Microsoft Office tools. - Strong communication and presentation skills. - Willingness to travel (25–50% within the region). - Fluent in business English (written and verbal). - Postgraduate management degree preferred (Engineering background is a plus). - Knowledge of Local language will get a preference. Key Attributes - Self-driven, highly motivated, and results-oriented. - Strong integrity, accountability, and professional ethics. - Excellent interpersonal and relationship management skills. - Ability to influence and position solutions against competitors. - Strong listening and consultative selling skills. - Passion for cybersecurity and helping organizations stay protected. Equal Opportunity Employer SonicWall is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration without regard to race, religion, gender, age, disability, or any other protected status.

• Drive revenue growth by managing sales in and sales out through distributors • Identify and recruit new channel partners alongside Distributor BDMs • Engage, support, and build relationships with channel partners to help expand pipeline and increase revenue • Deepen relationships with distribution partners by leveraging expertise in SonicWall’s technologies, products, and services via SonicWall University • Collaborate with distributors to plan and execute marketing campaigns for partners • Develop and track business plans, measure outcomes weekly/monthly, and lead Quarterly Business Reviews • Oversee inventory, compliance, certification, targets, KPIs, and rebate planning • Forecast sales activities weekly, including sales out, sales in, and unmanaged business • Act as a liaison between customers, distributors, partners, and the SonicWall sales team

Role Description - Proactive leadership of technical discovery workshops to qualify and validate the customer requirements, use cases and to build out a bill of materials, design, and if required, a statement of work that meets the desired outcome. - Conduct advanced technical sales presentations and solution demonstrations across SonicWall portfolio to an audience typically between 10-500 persons, keeping partners and customers informed of our new solutions and industry trends. - Talk to and demonstrate SonicWall unique value proposition, know our competitors’ offerings in this space and why we win. This includes sharing competitive insights with peers and sales. - Build out a minimum of 10-20 trusted technical decision maker relationships with strategic channel partners and customers, holding reoccurring meetings with the solution decision makers including “C” level. - Builds out and maintains personal lab for most common demo requests and personal development. - Support remote partner product trials. - Technical lead for proof of concepts that are either with a partner or direct with a customer. - Working with VARs, MSPs, and MSSPs on managed service sales, deployment, and support. - Participate in beta testing and feedback of products, working alongside the product management teams. In addition, function as the voice of the beta testers to consolidate feedback to product management teams and to the Pre-Sales stakeholders. - Teaming with support where necessary to preserve relationships with partners and customers. - Support key technical marketing initiatives, building out collateral, presenting for internal and external events. - Lead key technical marketing initiatives, presenting either internally or externally. - Develop expertise to a PoC level in at least 7-10 SonicWall product areas and a subject matter expert and go to persons for theatre. - Proactively shares best practices with fellow peers and sales on a regular basis. - Provides mentorship for at least 1 x Solution Engineer. - Keeps regional sales informed of roadmap insights, product updates and technical best practices. - Promotes a culture of teaming with extended teams, working collaboratively and brings ideas forward that improves the overall effectiveness of the Pre-Sales organization. - Adheres to the company values, guidelines, and solution engineering regional reporting tasks. Qualifications - Typically requires a minimum of 10 + years of related experience with a bachelor’s degree; or 6 years and a master’s degree or a PhD with 5 years’ experience; or equivalent experience. Barriers to entry may require committee review. - Cyber Security CISSP Certified, CEH. - ITIL Certified. - Microsoft Azure or AWS Practitioner. - Retaining specialist knowledge across SonicWall products to the desired level. - SNSA & SNSP SonicWall Certified* Training will be provided. - Familiarity with governance and compliance issues and management/reporting solutions and requirements. Working knowledge of HIPAA, PCI, SOX, FERPA, CIPA, GDPR, etc. - Experience with the following technologies: Full range of L2-L7 networking technologies and protocols, NAT, stateful firewall, IDS/IPS, web and content filtering, proxies, email security gateways, VPN and encryption (IPsec/SSL), PKI and key management, 802.11/WLAN, Syslog, NetFlow/IPFIX, Active Directory and LDAP, SAML 2.0 and modern Identity Providers, Zero Trust, SASE and SSE, virtualization platforms including VMware, Hyper-V, AWS and Azure. Requirements - Takes a holistic approach in solving complex problems, seeks to include all the relevant stakeholders and agreement before proposing solution. - Develops skills and uses experience in business focused discussions to envision and describe how a technical solution compliments existing customer and partner business practices. - Fosters cross functional team culture, works well with others, and is focused on the team outcomes. - Demonstrates a balance of business and technical acumen, proactively seeks to take a technical sales lead without instruction. - Adapts style and uses persuasion in delivering messages that relate to the wider firm business. Frequently advises others on complex matters. - Proven ability using formal best practice methods to present a convincing presentation, solution selling, use of whiteboarding skills, objection handling and excellent time management. - Receives little instruction on day-to-day work and act as a mentor to peers on new assignments. - Working in an effective way that maximizes the available time, optimize teaming discussions to deliver the required outcomes on time and to the required ask. - Exhibits advanced wide-ranging experience, using in-depth professional knowledge, acumen, concepts, and company objectives to develop, resolve complex models and procedures. - Focuses on revenue generation through application of technical skillset and sales acumen. - Networks with key contacts outside own area of expertise. - May be accountable through team for delivery of tactical business targets. 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 .

• Own the reliability, scalability, and operational excellence of our Cloud-based services. • Define and enforce reliability standards. • Drive the adoption of SRE practices across engineering teams. • Build the systems and tooling that keep our production infrastructure healthy. • Define, publish, and continuously refine Service Level Indicators (SLIs), Service Level Objectives (SLOs), and Service Level Agreements (SLAs) for all critical services, partnering with product and engineering leadership. • Own the error budget framework: track consumption, enforce error budget policies, and drive reliability investments when budgets are at risk. • Lead the design and implementation of comprehensive observability platforms — metrics, structured logging, and distributed tracing — to ensure full visibility into production systems. • Drive toil reduction initiatives by identifying and automating repetitive, manual operational work, targeting measurable reduction in operational burden across teams. • Design and execute chaos engineering programs to proactively uncover reliability weaknesses in our infrastructure and services before they impact customers. • Lead blameless postmortem culture: facilitate incident retrospectives, extract systemic learnings, and track corrective action items to completion. • Build and improve on-call incident response processes, runbooks, and escalation paths; manage and optimize on-call rotation health to prevent burnout. • Help design, build, and support infrastructure and security technologies within the cloud that offer resiliency, observability, and optimized cost. • Develop solutions for automated deployment of software and services on our production infrastructure hosted on AWS, applying reliability engineering principles throughout. • Shape how mission-critical enterprise software solutions are developed and deployed using optimized CI/CD pipelines that embed reliability and quality gates. • Develop management solutions for services across multiple cloud platforms and data centers, with a focus on fault tolerance and graceful degradation. • Collaborate with developers to bring new features and services into production using production-readiness reviews and launch checklists. • Champion reliability engineering best practices across the organization, embedding SRE principles into the software development lifecycle. • Mentor team members on SRE philosophy, technical decision-making, code reviews, and cloud engineering best practices. • Participate in roadmap planning, identify areas of improvement, and perform technology evaluation and selection.

Role Description The Customer Lifecycle Specialist sells our security products and services (via telephone, web or e-mail) to existing, strategic SonicWall customers and is responsible for ensuring a positive customer experience. Will play a fundamental role in achieving company revenue growth objectives. Must be comfortable making 30+ calls per day to existing customers, working with channel partners, generating interest, qualifying renewal opportunities and closing sales. - Responsible for selling SonicWall software/hardware products and services (via telephone, web or e-mail) to existing SonicWall customers through outbound calls and correspondence. - Articulates effectively the value proposition associated with our software products and services. - Recommends business solutions considering customer needs and our interests. - Builds relationships with customers based on knowledge of our technology, products, and services. - Makes decisions based on an appropriate amount of information/data analysis. - Adjusts to multiple demands and shifting priorities while ensuring customer needs are met; accepts responsibility for results of actions. - Works independently closing own sales. - Partners with field sales to support in the selling process. - Provides direction and instruction to lower-level representatives. - Drives customer retention, expansion, and satisfaction throughout the full product lifecycle. - Coordinates closely with Sales Development and Marketing initiatives to drive New New acquisition and expansion within customer base. - Partners with Support and Channel teams to ensure a seamless customer experience. - Executes call-to-action campaigns for end-of-support or lifecycle motions. - Aligns customer outcomes with company objectives to achieve strong net retention. - Delivers regular business reviews and health checks with customers to demonstrate value realization. - Identifies upsell and cross-sell opportunities based on product and customer needs. Qualifications - 2-4 years of experience in Customer Success, Renewals, Account Management, or Sales. - Proven success in driving customer retention, upsell, and renewal metrics. - Experience working with channel partners, distributors, or reseller ecosystems. - Familiarity with CRM and customer success platforms. - Background in cybersecurity. - Able to learn full range of SonicWall products and services and to identify how these products and services align to customer needs. - Leverages cross-functional resources to achieve results/meet customer needs. - Basic indirect Leadership skills - leverages experiences to lead individuals and team. - Ability to teach/coach others to improve performance including providing feedback and identifying development opportunities. - Excellent verbal and written communications skills. - Strong listening and presentation skills. - Ability to multi-task, prioritize, and manage time effectively. - Proficient with corporate productivity tools, e.g., Microsoft Outlook, Word, Excel. Preferences - Related undergraduate degree or equivalent of education & experience. Company Description SonicWall is an equal opportunity employer. We are committed to creating a diverse environment and are an equal opportunity employer. All qualified applicants receive consideration for employment without regard to race, color, ethnicity, religion, sex, gender, gender identity and expression, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis prohibited by applicable law. At SonicWall, we pride ourselves on recruiting a diverse mix of talented people and providing active security solutions in 100+ countries.

• Develop and manage strong relationships with partners (distributors, resellers, and solution providers). • Identify, onboard, and enable new partners, drive partner engagement and business growth. • Build and execute joint business plans aligned with revenue and quota targets. • Drive lead generation initiatives, partner programs, and roadshows. • Support partners with solution positioning, scoping, and commercial proposals. • Maintain a strong and healthy sales pipeline and deliver accurate forecasts (monthly, quarterly, annually). • Act as a subject matter expert for SonicWall products and solutions. • Conduct QBRs and manage strategic partner engagements across the territory. • Collaborate with marketing for partner communication and demand generation initiatives. • Identify creative incentives and strategies to accelerate partner-led sales. • Analyse partner ecosystem and market trends to optimize reseller mix and recruitment. • Act as an escalation point between partners and internal teams (sales, support, customer success). • Build strong relationships with CTO/CIO/CISO communities within the territory. • Drive revenue growth across all product portfolios.

• Design and develop cloud-based backend services for URL filtering, categorization, and reputation/rating using scalable content-filtering mechanisms. • Build and maintain high-performance REST and gRPC APIs using Python and/or Go for integration with firewall, gateway, and cloud management systems. • Implement security-focused backend logic, including URL classification pipelines, reputation scoring, policy enforcement, and safe update mechanisms. • Develop and operate cloud-native microservices leveraging containers and orchestration platforms, ensuring high availability, scalability, and resilience. • Collaborate with frontend, data, security, and platform teams to deliver end-to-end filtering, management, and analytics functionality.