Installed Base Specialist

For more than 30 years, SonicWall has delivered a partner-first unified cybersecurity portfolio that helps SMBs, MSPs, and IT teams consolidate network security, endpoint security, security service edge (SSE), and threat response across hybrid environments. By bringing connected technology, real-time threat intelligence, automation, and expert services together, SonicWall helps organizations simplify security operations, achieve better security outcomes, and lower total cost of ownership. Backed by a global ecosystem of more than 17,000 partners, SonicWall delivers enterprise-grade protection built for SMB and mid-market realities. 

For more information, visit www.sonicwall.com or follow us on X, LinkedIn, Facebook, and Instagram. 

 

As a member of the Installed Base team, you will be responsible for helping drive Security Solution sales through our Channel Partners to existing SonicWall customers.  Among other responsibilities, position objectives entail: lifecycle management, subscription attachment, solution cross-selling, weekly forecasting, data analysis, development and execution of sales plays, and sales collaboration across multiple teams. 

Installed Base Roles and Responsibilities:

• Serve as the primary point of contact for all Installed Base sales inquiries, including training and enablement on LifeCycle 360° Installed Base Management tools
• Conduct outbound communications (phone and email) with existing customers and channel partners to support renewals and Installed Base initiatives (Renew, Cultivate, Refresh, Retain)
• Provide consultative business solutions aligned with customer needs and SonicWall’s objectives, including live web-based solution presentations
• Leverage product subscription data and reporting to increase the number of active subscribers within the Installed Base
• Strengthen customer relationships by demonstrating deep knowledge of SonicWall products, services, and technology, while utilizing cross-functional resources to deliver results
• Development and growth of Pipeline through communication of Promotional Offerings
  Uphold team values that promote Customer Success
• Proactively resolve escalations to ensure positive customer outcomes
• Sales Pipeline, Opportunity and Account Management leading to smooth information flow to regional sales teams and leadership
• Contribute to improving sales behavior and performance across teams
• Maintain documentation for all projects and initiatives involving Installed Base growth
  
  

Requirements:

• Excellent written and verbal communication skills
• Proficiency in English is required, proficiency in additional languages beyond English is highly preferred.
• Self-motivated with a proven ability to take initiative and drive projects to completion
• Quick to learn and adapt to new tools and technologies
• Proficient in Microsoft Excel

Desirables:

• Strong communication skills with the ability to translate complex data and analysis into clear, actionable business strategies to support effective decision-making
• Skilled in active listening and capable of extracting key insights from interactions with colleagues, partners, and customers
• Critical thinking abilities to interpret Installed Base strategies and deliver consultative, value-driven analysis
• Demonstrated success in meeting tight deadlines, managing multiple tasks, and prioritizing effectively in fast-paced environments
• Previous experience in a sales-driven setting
• Proven ability to juggle competing priorities while consistently driving initiatives to completion
• Excellent analytical and problem-solving capabilities
• Highly effective at cross-functional collaboration and teamwork
• Familiarity with Salesforce.com or similar CRM systems
• Some travel required <5%

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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.

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