Installed Base Specialist

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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