Solutions Engineer

This Solution Engineering role typically involves 70% office or remote work within the regional country you are aligned to, supporting sales and channel technical activities, with up to 30% travel.

This position is ideal for a self-starter who is passionate about technology, enabling teams, and connecting with individuals to address their requirements. The ideal candidate will possess proven hands-on experience with cybersecurity products, along with excellent communication and presentation skills. This is an excellent opportunity for an individual with prior experience in Pre-Sales, Support, or Professional Services in a Vendor, Channel, Customer, or Distribution role, who seeks a balance of channel and technical sales activities while building trusted relationships with partners.

Responsibilities Include:

• Proactively lead technical discovery conversations to qualify and validate customer requirements and use cases, creating a bill of materials that aligns with customer needs and desired outcomes.
• Conduct technical sales presentations and product demonstrations across the SonicWall portfolio to audiences ranging from 1 to 100 individuals, keeping partners and customers informed of our new solutions and industry trends.
• Communicate and demonstrate SonicWall's unique value proposition, while understanding our key competitive offerings in this space.
• Establish a minimum of 10 trusted relationships with channel partners, holding recurring meetings with their channel technical decision-makers.
• Develop and maintain a personal lab for common demo requests and personal development.
• Support remote partner product trials.
• Serve as the technical lead for proof of concepts, whether with a partner or directly with a customer.
• Participate in beta testing and provide feedback on products, collaborating with product management teams.
• Collaborate with support teams as necessary to maintain relationships with partners and customers.
• Support key technical marketing initiatives by creating collateral and presenting at virtual or external events.
• Develop expertise to a PoC level across 3-6 SonicWall product areas, becoming a subject matter expert and go-to person for the region.
• Share best practices with peers.
• Provide support for onboarding new solutions engineers.
• Keep regional sales informed of roadmap insights, product updates, and technical best practices.
• Adhere to company values, guidelines, and solution engineering regional reporting tasks.
• Collaborate with VARs, MSPs, and MSSPs on managed service sales, deployment, and support.

Required Skills:

• Exhibit a balance of business and technical acumen, proactively seeking to take a technical sales lead without instruction.
• Develop skills and leverage experience in business-focused discussions to envision and describe how a technical solution complements existing customer and partner business practices.
• Demonstrate proven ability using formal best practice methods to deliver compelling presentations, solution selling, whiteboarding skills, objection handling, and effective time management.
• Receive minimal instruction on day-to-day work, with general guidance on new assignments.
• Work effectively to maximize available time and optimize team discussions to deliver required outcomes on time.
• Exhibit advanced experience, utilizing in-depth professional knowledge, acumen, concepts, and company objectives to develop and resolve complex models and procedures.
• Exercise judgment in selecting methods and evaluating complex techniques for obtaining results.
• Work is reviewed upon completion and aligns with departmental objectives.
• Network with key contacts, including product management, support, marketing, and peers within the Solution Engineering organization.
• Adapt communication style and use persuasion to deliver messages that relate to the broader business context. Frequently advise others on complex matters.

Education and Experience:

• Typically requires at least 8 years of related experience with a bachelor’s degree, or 5 years of experience with an MBA.
• Cyber Security CISSP Certification is required.
• Microsoft Azure or AWS Associate certification is desired.
• Maintain specialist knowledge across SonicWall products to the desired level.
• SNSA & SNSP SonicWall Certification (training will be provided).
• Familiarity with governance and compliance issues, as well as management/reporting solutions and requirements. Working knowledge of HIPAA, PCI, SOX, FERPA, CIPA, GDPR, etc.
• Additionally, the candidate must have experience with the following technologies: a full range of L2-L7 networking technologies and protocols, NAT, stateful firewall, IDS/IPS, web and content filtering, proxies, email security gateways, VPN and encryption (IPsec/SSL), PKI and key management, 802.11/WLAN, Syslog, NetFlow/IPFIX, Active Directory and LDAP, and the ability to read, interpret, and create scripts, regular expressions, and/or custom signatures, as well as familiarity with virtualization platforms including VMware, Hyper-V, AWS, and Azure.

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