Senior Territory Manager

Key Responsibilities

• 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 CIO/CISO communities within the territory.
• Drive revenue growth across all product portfolios.

Essential Requirements

• 8–10 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.