Installed Base Specialist

SonicWall; India; Remote; INR 900,000 - 1,300,000; Full time

Job summary

SonicWall in India is seeking an Installed Base Sales Specialist to drive security solution sales through channel partners and existing customers, focusing on renewals, cross-sell, and lifecycle management.

You will analyze subscription data, lead weekly forecasting, and collaborate across teams to deliver results while upholding customer success and driving growth in a fast-paced environment.

Qualifications

• Excellent written and verbal communication required.
• Proficiency in English; other languages preferred.
• Self-motivated with initiative to drive projects.
• Quick to learn new tools and technologies.
• Proficient in Microsoft Excel.
• Strong ability to translate data into business insights.
• Experience in sales-driven environments.
• Familiarity with Salesforce.com or similar CRM systems.
• Willingness to travel <5%.

Responsibilities

• Serve as the primary contact for Installed Base sales inquiries.
• Conduct outbound communications with customers and channel partners to support renewals.
• Provide consultative business solutions aligned with SonicWall objectives.
• Leverage subscription data to increase active subscribers.
• Strengthen customer relationships with product knowledge and cross-functional collaboration.
• Develop and grow pipeline through communication of promotional offerings.
• Resolve escalations to ensure positive outcomes.
• Manage sales pipeline, opportunities and accounts across regions.
• Contribute to improving sales performance across teams.
• Maintain documentation for projects involving Installed Base growth.

Skills

Communication skills

English proficiency

Excel

CRM experience

Cross-functional teamwork

Sales mindset

Data analysis

Lifecycle management

Tools

Salesforce

Job description

SonicWall 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. For more information, visit www.sonicwall.com or follow us on Twitter , 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
  Uphold team values that promote Customer Success
• 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
• 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.