• Development of a strategic sales plan to effectively and efficiently cover the named accounts within the assigned territory • Manage lead qualification and conversion from large financial firms • Aggressively prospect and generate new relationships within named accounts • Some travel, as required, to prospects, customers or marketing events within territory (40-50% travel) (COVID-19 era exempt)

• 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.

• Own the full sales cycle including prospecting, qualification, negotiation, and closing • Acquire and manage partners within your assigned territory and Ideal Customer Profile • Drive new partner acquisition through outbound outreach (calls + email) and strategic account development • Build and maintain a high-quality pipeline aligned to quarterly and annual targets • Execute ConnectWise’s value-based sales methodology • Negotiate pricing, contract terms, and implementation plans • Partner cross-functionally with internal teams to deliver seamless customer experiences • Ensure deals meet pricing, margin, and contract standards

• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota • Work enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer. • Prospect and generate new business opportunities with enterprise accounts (>3k mailbox organizations) to supply enough pipeline for them to hit sales targets. • Work with Customer success to ensure a timely renewal and expansion sale opportunities • Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan) • Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.