--- title: 'Inside Strategic Account Manager at SonicWall' canonical: 'https://feeny.ai/job/inside-strategic-account-manager-sonicwall-united-states-6pee7rg0q77p' type: 'job' last_seen: '2026-09-14' --- # Inside Strategic Account Manager at SonicWall - **Company:** SonicWall - **Location:** United States - **Work type:** remote - **Posted:** 2026-09-09 - **Last confirmed live:** 2026-09-14 - **Apply:** https://job-boards.greenhouse.io/sonicwall/jobs/8111723 ## Job description [SonicWall](https://nam04.safelinks.protection.outlook.com/?url=https%3A%2F%2Fc212.net%2Fc%2Flink%2F%3Ft%3D0%26l%3Den%26o%3D4263951-1%26h%3D4126915226%26u%3Dhttps%253A%252F%252Fnam04.safelinks.protection.outlook.com%252F%253Furl%253Dhttps%25253A%25252F%25252Fwww.sonicwall.com%25252F%2526data%253D05%25257C01%25257Cbfitzgerald%252540SonicWall.com%25257Ca6c16b82afc749239f1c08dbda330d94%25257C84fe6f401cbc473083288018b2af88bc%25257C1%25257C0%25257C638343685070400977%25257CUnknown%25257CTWFpbGZsb3d8eyJWIjoiMC4wLjAwMDAiLCJQIjoiV2luMzIiLCJBTiI6Ik1haWwiLCJXVCI6Mn0%25253D%25257C3000%25257C%25257C%25257C%2526sdata%253DQiWUyjNRdG%25252F5Rg2xvGXa1CYzr9V6BNnIgriz33Hk4vw%25253D%2526reserved%253D0%26a%3DSonicWall&data=05%7C02%7CNikhilaR%40SonicWall.com%7Cfd3ae83762384be031d508dcdf3d2ddf%7C84fe6f401cbc473083288018b2af88bc%7C1%7C0%7C638630701067920926%7CUnknown%7CTWFpbGZsb3d8eyJWIjoiMC4wLjAwMDAiLCJQIjoiV2luMzIiLCJBTiI6Ik1haWwiLCJXVCI6Mn0%3D%7C0%7C%7C%7C&sdata=GhrhwS9jae1nk4KBGBzKfBcXS7BDBmkWDO87fbJLQxQ%3D&reserved=0) 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. With the ability to build, scale and manage security across the cloud, hybrid and traditional environments in real-time, SonicWall provides relentless security against the most evasive cyberattacks across endless exposure points for increasingly remote, mobile and cloud-enabled users. With its own threat research center, SonicWall can quickly and economically provide purpose-built security solutions to enable any organization—enterprise, government agencies and SMBs—around the world. 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Position Overview We are seeking an experienced Channel Account Manager to accelerate the growth of our SASE and ZTNA business within the Service Provider Program. This role combines direct account ownership with a specialist overlay function. You will be responsible for managing and expanding a portfolio of SASE/ZTNA-focused partners while serving as a subject matter expert across the broader partner ecosystem. The primary objectives of this role are to increase the number of partners actively transacting SASE/ZTNA solutions and drive deeper adoption of the broader SASE portfolio, including Secure Web Gateway (SWG) and related security services. The ideal candidate will possess strong knowledge of the MSP/MSSP landscape, excellent relationship-building skills, and a proven ability to develop partners into high-performing revenue generators. ## Key Responsibilities Partner Account Management - Own and grow a portfolio of SASE/ZTNA-focused partner accounts, serving as the primary point of contact and driving revenue, consumption, and long-term partner success. - Develop and execute strategic account plans to maximize partner engagement and business growth. Partner Recruitment and Activation - Expand the ecosystem of transacting SASE/ZTNA partners by identifying, recruiting, onboarding, and enabling service providers. - Collaborate with channel account managers to convert partner interest into new transactions and recurring consumption. Portfolio Expansion and Cross-Selling - Increase revenue within the existing partner base by promoting the broader SASE portfolio, including Secure Web Gateway (SWG) and complementary security services. - Identify opportunities to expand partner adoption beyond initial ZTNA deployments. Overlay Sales Support - Serve as the SASE/ZTNA subject matter expert for the Service Provider team. - Partner with Channel Account Managers on strategic opportunities where technical expertise and solution positioning can accelerate sales cycles and improve win rates. Joint Business Planning - Create and execute joint business plans with partners, including consumption targets, pipeline development activities, and go-to-market initiatives aligned to measurable revenue growth. Partner Enablement - Deliver training and enablement programs that equip partners to position, sell, and support SASE/ZTNA solutions effectively. - Educate partners on key use cases, including SSL VPN replacement, consumption-based licensing models, and service differentiation strategies. Pipeline and Forecast Management - Monitor partner pipeline, bookings, and consumption metrics to identify growth opportunities and areas requiring intervention. - Maintain accurate forecasting and reporting through Salesforce and related sales tools. Marketing and Demand Generation - Collaborate with marketing teams to execute campaigns, events, webinars, and co-marketing initiatives that generate awareness, pipeline, and revenue within the service provider community. Partner Advocacy - Act as the voice of the partner by providing feedback on product capabilities, packaging, pricing, and program enhancements. - Advocate for initiatives that improve partner success and scalability. Candidate Qualifications - Proven experience in networking and cybersecurity sales, with strong expertise in SASE, ZTNA, Secure Web Gateway (SWG), and cloud security solutions. - Deep understanding of the MSP, MSSP, and Service Provider marketplace, including industry trends, competitive dynamics, and partner business models. - Demonstrated success in consultative sales, uncovering customer challenges and delivering business-focused technology solutions. - Experience managing both direct partner relationships and overlay sales responsibilities within a channel organization. - Strong knowledge of the end-to-end sales process, including pipeline management, forecasting, and CRM discipline (Salesforce preferred). - Proven ability to build, develop, and retain strategic channel partnerships that drive revenue growth and customer success. - Self-motivated and results-oriented, with the ability to work independently while collaborating effectively across cross-functional teams. - Excellent communication, presentation, negotiation, and relationship management skills. - Strong analytical and forecasting capabilities, particularly within recurring and consumption-based revenue models. - Willingness to travel as needed to meet with partners, support business development activities, and attend industry events. ## Preferred Qualifications - Experience selling through Service Provider, MSP, or MSSP channels. - Familiarity with consumption-based licensing and security-as-a-service business models. - Experience working with SASE, Zero Trust, networking, or cybersecurity vendors. 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. [Applicant Privacy Notice](https://www.sonicwall.com/legal/job-applicant-privacy-notice/) ## About SonicWall ## Company Overview - **One-liner**: SonicWall delivers advanced, cost‑effective cybersecurity solutions for organizations of all sizes, powered by real‑time threat intelligence and a partner‑first platform. - **Entity Type**: Private (owned by Francisco Partners; no public ticker) - **Headquarters**: Milpitas, California, USA - **Founded**: 1991 - **Founders**: Not publicly listed (company was originally founded as SonicWALL, Inc.) ## Core Business - **Primary industries**: Computer and Network Security, Cybersecurity - **Target customers**: SMBs, mid‑market enterprises, government agencies, channel partners (10,000+ global partners) - **Mission**: To design and develop advanced, cost‑effective cybersecurity solutions built on superior threat intelligence that evolves with partners’ and customers’ needs. - **Purpose**: To protect and empower the well‑being of organizations online. ## Products & Services - **Next‑Generation Firewalls (NGFW)**: Hardware and virtual firewalls with integrated threat prevention, intrusion detection, and application control. - **Cloud Secure Edge (CSE) / ZTNA**: Zero‑trust network access solutions for secure remote access. - **Endpoint Protection**: Anti‑virus, anti‑malware, and advanced threat protection for endpoints. - **SonicWall Unified Management**: Multi‑tenant architecture for centralized policy and device management. - **Managed Protection Bundle**: Subscription service backed by SonicWall’s threat research and 24/7 SOC. - **SAMI (SonicWall AI)**: Embedded AI to simplify operations, resolve issues faster, and reduce noise. - **Global Response Intelligent Defense (GRID) Threat Network**: Real‑time threat intelligence network powering all products. ## Market Standing - **Valuation**: Not disclosed (private company) - **Annual Revenue**: Approximately $480 M (estimated; source: LinkedIn) - **Total Funding**: Not applicable (private, owned by Francisco Partners; previously acquired by Dell and later taken private) - **Notable Investors/Partners**: Francisco Partners (parent company); 10,000+ channel partners; 1.1 million security sensors deployed in 215 countries - **Growth Signals**: - Active job postings surged +92.7% monthly and +172.4% quarterly (LinkedIn data) - Recent introduction of SAMI AI and new Managed Protection bundle - Expanding Cloud Secure Edge (ZTNA) offerings - Headcount of ~1,241 (LinkedIn) to ~1,832 (Built In) – conflicting reports; both cited below ## Competitive Advantages - **Partner‑first ecosystem**: Strong channel partner network (10,000+) gives broad reach and loyalty. - **30+ years of cybersecurity expertise**: Deep domain knowledge and a dedicated threat research center (GRID). - **Real‑time, multi‑vector protection**: Covers network, cloud, endpoint, and remote access in a unified platform. - **Cost‑effective for SMBs**: Positioned as affordable yet enterprise‑grade security. - **Embedded AI (SAMI)**: Differentiates by simplifying operations and reducing alert fatigue. ## Strategic Focus - **AI‑driven automation**: Expanding SAMI to automate threat response and streamline management. - **Cloud‑first security**: Growing Cloud Secure Edge (ZTNA) and managed services for hybrid/remote work. - **Partner enablement**: Strengthening tools and programs for channel partners. - **Global expansion**: Operating in 46 countries; hiring aggressively in India, US, Canada, and Europe. ## Why Work Here - **Culture**: Collaborative, innovative, and fun environment with a “never alone” philosophy. Employee Resource Groups (ERGs) foster inclusion and belonging. - **Remote/Hybrid Policy**: Mix of remote, in‑office, and hybrid roles; many positions are fully remote (US, Canada, Europe, India). - **Wellness & Benefits**: Mental and physical wellness programs, paid time off, ample holidays, work‑life balance, and competitive compensation. - **Recognition**: Awards tied to core values; outstanding performance is celebrated. - **Engineering Culture**: Heavy focus on networking, security, and AI; teams in Pune, Bengaluru, and US offices. Strong learning and development opportunities. - **Social Responsibility**: Community engagement, fundraising for nonprofits, and partnerships to access untapped talent pools. ## Sources 1. [SonicWall Careers](https://www.sonicwall.com/careers) 2. [SonicWall Website](https://www.sonicwall.com/) 3. [SonicWall Jobs on Greenhouse](https://job-boards.greenhouse.io/sonicwall) 4. [LinkedIn Company Page](https://www.linkedin.com/company/sonicwall) 5. [Built In SonicWall Profile](https://builtin.com/company/sonicwall) ## Other roles at SonicWall - [Senior Director, Software Engineering - SSE/SASE & Zero Trust](https://feeny.ai/job/senior-director-software-engineering-sse-sase-zero-trust-sonicwall-pune-zfm2twrh78me) — Pune, India - [Senior Territory Manager](https://feeny.ai/job/senior-territory-manager-sonicwall-oregon-city-oregon-2sj344vkphqt) — Oregon City Oregon, United States - [Senior Software Engineer – C or C++ | SSL/TLS experience](https://feeny.ai/job/senior-software-engineer-c-or-c-ssl-tls-experience-sonicwall-pune-xgz0pwc3frcw) — Pune, India - [Software Dev Engineer - C, Linux & Networking (3-5 Years)](https://feeny.ai/job/software-dev-engineer-c-linux-networking-3-5-years-sonicwall-bengaluru-8gzy5dh5ag3v) — Bengaluru, India - [Solutions Engineer](https://feeny.ai/job/solutions-engineer-sonicwall-cleveland-ohio-qs9tbe85d5kk) — Cleveland Ohio, United States - [Senior Software Engineer - IPv6 Networking exp is a must**](https://feeny.ai/job/senior-software-engineer-ipv6-networking-exp-is-a-must-sonicwall-pune-se95qaqp63pj) — Pune, India - [Senior Territory Manager - Cybersecurity / Network Security*](https://feeny.ai/job/senior-territory-manager-cybersecurity-network-security-sonicwall-malaysia-h71wnhewc6vk) — Malaysia - [Senior Principal Engineer – Wireless AP Software Development](https://feeny.ai/job/senior-principal-engineer-wireless-ap-software-development-sonicwall-bengaluru-h9zye9dwa7pz) — Bengaluru, India - [Territory Manager](https://feeny.ai/job/territory-manager-sonicwall-stuttgart-baden-wurttemberg-rgb0w8ph8yms) — Stuttgart Baden-Württemberg, Germany - [Software Dev Senior Engineer – SRE & Cloud Reliability](https://feeny.ai/job/software-dev-senior-engineer-sre-cloud-reliability-sonicwall-pune-6tch1692czxt) — Pune, India