Installed Base Sales Specialist

3 weeks ago

Dublin, Dublin City, Ireland SonicWall Full time

Over 25 years, SonicWall has been the industry's trusted security partner, protecting millions of
networks worldwide. From network security to access security to email security, we have
continuously evolved our product portfolio to fit in quickly and seamlessly, enabling organizations
to innovate, accelerate and grow. Our customers know it takes strong security to say yes. We are
the trusted partner that allows them to say yes to the future without fear.

SonicWall security solutions are the preferred choice for distributed enterprise, government,
education, retail, healthcare and financial deployments. SonicWall products have been hailed by
industry publications such as Network World, InfoWorld, PC Magazine and SC Magazine for
easy-to-use, high-efficacy and high-performance appliances and services. In 2016, SonicWall earned
the highest rating of "Recommended" in the latest version of the NSS Labs Next- Generation Firewall
Security Value Map for the fifth year in a row, and was rated as one of the top products for
security effectiveness.

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:

• Primary point of contact for all Installed Base sales inquiries along with training and
enablement of LifeCycle 360° Installed Base Management tools

• Outbound phone and email communications to both existing Customers and Channel Partners to
support the renewal and Installed Base business (Renew, Cultivate, Refresh, Retain)

• Drives Lifecycle Management process improvements amongst Partners and Customers

• Recommends business solutions considering customer needs and SonicWall interests, with in ability
to host solution consultation via interactive live web session

• Utilizes installed product subscription records and reporting to drive increases in active
subscribers within the Installed Base

• Enhances and further builds relationships with existing customers based upon knowledge of
SonicWall's technology, products, and services; Leveraging cross-functional resources to achieve
results

• Development and growth of Pipeline through communication of Promotional Offerings

• Delivers upon team values supporting Customer Success

• Drives resolution to support healthy Customer outcomes in time of conflict/escalation

• Sales Pipeline, Opportunity and Account Management leading to detailed and accurate forecasting

• Liaises between Customers, Partners and the SonicWall sales organization

• Facilitates sales information flow to regional sales teams and leaders

• May be responsible for influencing sales behavior and capabilities among sales teams

• Maintain documentation for all projects and initiatives involving Installed Base growth

Requirements :

• Strong communication skills, both written and verbal

• Proficient in English and Business Italian is mandatory.

• Eastern European languages preferred.

• Critical thinking (Ability to understand Installed Base strategy, provide consultative analysis)

• Communication (Ability to combine complex data and analyses into actionable business plans which
facilitate decision-making; Ability to engage in active listening and draw out key
and Customer relationships)

• Proven ability to meet tight deadlines, multi-task and prioritize workload


• Ability to manage multiple competing priorities simultaneously and drive completion

• Excellent analytical and problem solving skills

• Must be a self-starter with ability to follow through on projects assigned

• Ability to learn new and developing tools

• Strong skills in cross functional collaboration
o Extensive background and experience with Excel a must standing of or similar CRM
platforms

• Some travel required

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