SonicWall

Delivers firewall hardware and security services

Installed Base Specialist

Account ManagementConfirmed live in the last 24 hours

Full-timeRemote in IndiaNo salary listed

About the Job

Requirements

Excellent written and verbal communication skills.
Proficiency in English is required.
Self-motivation and the ability to take initiative and drive projects to completion.
Ability to learn and adapt quickly to new tools and technologies.
Proficiency in Microsoft Excel.

Responsibilities

Serve as the primary point of contact for Installed Base sales inquiries, including training and enablement on LifeCycle 360° Installed Base Management tools.
Conduct outbound phone and email communications with existing customers and channel partners to support renewals and Installed Base initiatives: Renew, Cultivate, Refresh, and Retain.
Provide consultative business solutions aligned with customer needs and company objectives, including live web-based solution presentations.
Use product subscription data and reporting to increase active subscribers within the Installed Base.
Strengthen customer relationships by demonstrating knowledge of company products, services, and technology, and use cross-functional resources to deliver results.
Develop and grow the sales pipeline through communication of promotional offerings.
Proactively resolve escalations to ensure positive customer outcomes.
Manage the sales pipeline, opportunities, and accounts to support smooth information flow to regional sales teams and leadership.
Contribute to improving sales behavior and performance across teams.
Maintain documentation for projects and initiatives involving Installed Base growth.
Support lifecycle management, subscription attachment, solution cross-selling, weekly forecasting, data analysis, and the development and execution of sales plays.

Desired Qualifications

Proficiency in languages in addition to English.
Ability to translate complex data and analysis into clear, actionable business strategies that support effective decision-making.
Active listening skills and ability to extract key insights from interactions with colleagues, partners, and customers.
Critical-thinking ability to interpret Installed Base strategies and deliver consultative, value-driven analysis.
Demonstrated success meeting tight deadlines, managing multiple tasks, and prioritizing effectively in fast-paced environments.
Previous experience in a sales-driven setting.
Ability to manage competing priorities while consistently driving initiatives to completion.
Analytical and problem-solving capabilities.
Ability to collaborate effectively across functions and work as part of a team.
Familiarity with Salesforce.com or similar customer relationship management systems.
Willingness to travel less than 5%.

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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About the Company

SonicWall

Delivers firewall hardware and security services

SonicWall provides cybersecurity solutions for networks, devices, and data. It offers a suite of products including firewalls, secure remote access, email security, and advanced threat protection that serve SMBs, enterprises, and government agencies. The products combine hardware and software with subscription updates and support, plus professional services for implementation and managed security. The goal is to help organizations defend against ransomware, malware, phishing, and other cyber threats with ongoing protection.

Company size: 1,001-5,000
Company stage: Acquired
Total funding: $48M
Headquarters: Milpitas, CA
Founded: 1991

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