The Inside Territory Manager is responsible for driving revenue growth through SonicWall’s channel ecosystem by developing and expanding relationships with regional partners and distributors. This role focuses on generating net-new business, growing existing SMB accounts, and building a strong sales pipeline through proactive partner engagement, outbound outreach, and marketing collaboration.

Working closely with channel partners, distributors, and internal sales teams, the Inside Territory Manager serves as a key liaison to accelerate partner success, increase market penetration, and support territory sales objectives through strategic account development and pipeline management.

Responsibilities

• Drive revenue growth within an assigned territory by enabling channel partners to generate net-new business opportunities and expand existing SMB accounts.
• Develop and deepen relationships with regional channel partners and distributors to increase engagement, pipeline generation, and sales performance.
• Proactively support partners through joint selling activities, opportunity development, and pipeline acceleration initiatives.
• Promote and execute marketing campaigns and partner programs to increase demand generation and partner participation.
• Maintain a strong understanding of partner business models, organizational structure, and growth strategies to support annual business planning.
• Manage and forecast partner-driven pipeline activity to ensure achievement of revenue targets.
• Conduct outbound outreach via phone, email, and virtual meetings to onboard new partners and activate existing partners.
• Provide ongoing enablement by positioning SonicWall technologies, products, and services aligned to partner and customer needs.
• Act as a liaison between customers, channel partners, distributors, and internal SonicWall sales teams to ensure alignment and deal progression.
• Track activities, opportunities, and account engagement within Salesforce.com (or similar CRM) to maintain accurate forecasting and reporting.
• Collaborate cross-functionally with marketing, field sales, and partner programs teams to support territory initiatives.

Requirements

• Strong written and verbal communication skills with the ability to clearly articulate value propositions and business outcomes.
• Demonstrated critical thinking and analytical skills with the ability to translate data into actionable plans.
• Ability to manage multiple priorities in a fast-paced, quota-driven environment while meeting deadlines.
• Proven organizational and time-management skills with strong attention to detail.
• Self-motivated and results-oriented with the ability to work independently and drive initiatives to completion.
• Strong collaboration skills with experience working across cross-functional teams.
• Proficiency in Microsoft Office applications.
• Experience using Salesforce.com or similar CRM platforms.
• Ability to build relationships and influence partners and stakeholders effectively.

Education & Experience

• Bachelor’s degree with at least 1 year of relevant sales, channel, or account management experience; or
• Advanced degree without prior experience; or
• Equivalent combination of education and professional experience.

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