Senior Territory Manager

Company Description

SonicWall is a cybersecurity leader with over 30 years of expertise, recognized as a partner-first company. They provide relentless security solutions across cloud, hybrid, and traditional environments to combat cybercrime, supported by their own threat research center. SonicWall enables organizations of all sizes worldwide with purpose-built security solutions.

Overview

The Senior Territory Account Manager is responsible for driving new business growth through a strong hunting and prospecting mentality, focusing on acquiring and expanding relationships with end customers. This role emphasizes positioning and selling across Network Security (NetSec), Managed Security Services (MSS), and Cloud Secure Edge / ZTNA. The individual will build and execute a territory strategy, develop a high-quality pipeline, and consistently exceed revenue targets.

Key Responsibilities

• Drive new business acquisition by identifying, targeting, and closing net-new end customer opportunities within the assigned territory.
• Build, develop, and maintain a robust sales pipeline aligned with or exceeding quota expectations.
• Deliver accurate monthly, quarterly, and annual forecasts.
• Engage directly with enterprise and mid-market end customers to understand security needs and position 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 aligned with revenue and growth objectives.
• Lead customer engagements, including discovery, solution design, proposals, and executive presentations.
• Translate business challenges into value-based security solutions.
• Create compelling business cases and proposals.
• Identify and drive upsell and cross-sell opportunities.
• Act as a trusted advisor and subject matter expert on cybersecurity solutions and trends.
• Collaborate cross-functionally with internal teams for deal execution and customer satisfaction.

Preferred Experience (Security & Managed Services)

• Experience selling MDR, EDR, XDR, or other managed security service offerings.
• Strong understanding of SOC operations, threat detection, and response frameworks.
• Familiarity with subscription-based / recurring revenue models.
• Experience positioning cloud-delivered security, zero trust architectures, and secure access solutions.
• Knowledge of advanced threat protection, endpoint security, and managed firewall services.

Requirements

• Proven track record of consistently meeting or exceeding quota, with a focus on net-new logo acquisition.
• Demonstrated success in a remote, field-based sales role with strong self-motivation and accountability.
• Existing relationships with enterprise and mid-market end customers.
• Strong understanding of the cybersecurity landscape (network, cloud, managed services).
• Ability to execute solution-based and consultative selling methodologies.
• Excellent communication, presentation, and negotiation skills.
• Strong organizational skills and attention to detail.
• Ability to thrive in a fast-paced, high-growth environment.
• Willingness to travel within New England, Upstate NY, NYC, and other states as necessary.
• Permanent residency in the assigned territory.

Education & Experience

• Bachelor’s degree and 8+ years of relevant sales experience, preferably in cybersecurity or enterprise technology.
• Equivalent combination of education and experience will be considered.