Senior Solutions Engineer

This is a Solution Engineering role typically is 70% office or remote working in the regional country you are aligned to, supporting sales and channel technical activities and up to 30% traveling.

This role is aligned to someone who is a self-starter, passionate about technology, enabling teams and connecting with people to help solve their requirements. The ideal candidate must have proven hands-on experience in cyber security products, excellent communication, and presentations skills. This is a perfect opportunity for an individual with previous Pre-Sales, Support, or Professional Services proven experience at a Vendor, Channel, Customer or Distribution role, who is looking to have a balance of channel and technical sales activities and build trusted relationships with partners.

Responsibilities Include

• Proactive leader of technical discovery conversations to qualify and validate the customer requirements and use cases to build out a bill of materials that meets the customer needs and aligns to the desired outcomes
• Conduct technical sales presentations, product, and solution demonstrations across SonicWall portfolio to an audience typically between 1-100 persons, keeping partners and customers informed of our new solutions and industry trends
• Talk to and demonstrate SonicWall unique value proposition and to know our key competitive offerings in this space
• Builds out a minimum of 10 trusted relationships with channel partners, holding reoccurring meetings with their channel technical decision makers
• Builds out and maintains personal lab for most common demo requests and personal development
• Support remote partner product trials
• Technical lead for proof of concepts that are either with a partner or direct with a customer
• Participate in beta testing and feedback of products, working alongside the product management teams
• Teaming with support where necessary to preserve relationships with partners and customers
• Support key technical marketing initiatives, builds out collateral, presenting on virtual or external events
• Develop expertise to a PoC level between 3-6 x SonicWall product areas and a subject matter expert and go to persons for region
• Shares best practices with fellow peers
• Provides support for onboarding new solutions engineers
• Keeps regional sales informed of roadmap insights, product updates and technical best practices
• Adheres to the company values, guidelines, and solution engineering regional reporting tasks

Characteristics Of The Role:

• Demonstrates a balance of business and technical acumen, proactively seeks to take a technical sales lead without instruction
• Develops skills and uses experience in business focused discussions to envision and describe how a technical solution compliments existing customer and partner business practices
• Proven ability using formal best practice methods to present a convincing presentation, solution selling, demonstrate whiteboarding skills, objection handling and excellent time management
• Receives little instruction on day-to-day work and general instructions on new assignments.
• Working in an effective way that maximizes the available time, optimize teaming discussions to deliver the required outcomes on time and to the required ask
• Exhibits advanced wide-ranging experience, using in-depth professional knowledge, acumen, concepts, and company objectives to develop, resolve complex models and procedures
• Exercises judgment in selecting methods, evaluating, adapting of complex techniques and evaluation criteria for obtaining results.
• Work is reviewed upon completion and is consistent with departmental objectives.
• Networks with key contacts including product management, support, marketing, and peers within the Solution engineering organization.
• Adapts style and uses persuasion in delivering messages that relate to the wider firm business. Frequently advises others on complex matters

Desired education and experience:

• Typically requires a minimum of 8+ years of experience working in a Presales/Solution engineering or equivalent role .
• Cyber Security CISSP Certified
• Microsoft Azure or AWS Associate desired
• Retaining specialist knowledge across SonicWall products to the desired level
• SNSA & SNSP SonicWall Certified*Training will be provided
• Familiarity with governance and compliance issues and management/reporting solutions and requirements. Working knowledge of HIPAA, PCI, SOX, FERPA, CIPA, GDPR, etc.
• In addition, the candidate must have experience with the following technologies: Full range of L2-L7 networking technologies and protocols, NAT, stateful firewall, IDS/IPS, web and content filtering, proxies, endpoint security,SSE.SASE,Cloud Security email security gateways, VPN and encryption (IPsec/SSL), PKI and key management, 802.11/WLAN, Syslog, NetFlow/IPFIX, Active Directory and LDAP, reading, interpreting and creating scripts, regular expressions and/or custom signatures, virtualization platforms including VMware, Hyper-V, AWS and Azure.
• Experience around Managed Security Services, XDR, MDR will be a plus.

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