Location: Must live in New England or upstate New York (Remote)

Responsibilities Include:

• Proactive leadership of technical discovery workshops to qualify and validate the customer requirements, use cases and to build out a bill of materials, design, and if required, a statement of work that meets the desired outcome
• Conduct advanced technical sales presentations and solution demonstrations across SonicWall portfolio to an audience typically between 10-500 persons, keeping partners and customers informed of our new solutions and industry trends
• Talk to and demonstrate SonicWall unique value proposition, know our competitors’ offerings in this space and why we win. This includes sharing competitive insights with peers and sales
• Build out a minimum of 10-20 trusted technical decision maker relationships with strategic channel partners and customers, holding reoccurring meetings with the solution decision makers including “C” level
• 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
• Working with VARs, MSPs, and MSSPs on managed service sales, deployment, and support
• Participate in beta testing and feedback of products, working alongside the product management teams. In addition, function as the voice of the beta testers to consolidate feedback to product management teams and to the Pre-Sales stakeholders
• Teaming with support where necessary to preserve relationships with partners and customers
• Support key technical marketing initiatives, building out collateral, presenting for internal and external events
• Lead key technical marketing initiatives, presenting ether internally or externally
• Develop expertise to a PoC level in at least 7-10 SonicWall product areas and a subject matter expert and go to persons for theatre
• Proactively shares best practices with fellow peers and sales on a regular basis
• Provides mentorship for at least 1 x Solution Engineer
• Keeps regional sales informed of roadmap insights, product updates and technical best practices
• Promotes a culture of teaming with extended teams, working collaboratively and brings ideas forward that improves the overall effectiveness of the Pre-Sales organization
• Adheres to the company values, guidelines, and solution engineering regional reporting tasks

Characteristics of the Role:

• Takes a holistic approach in solving complex problems, seeks to include all the relevant stakeholders and agreement before proposing solution
• Develops skills and uses experience in business focused discussions to envision and describe how a technical solution compliments existing customer and partner business practices
• Fosters cross functional team culture, works well with others, and is focused on the team outcomes
• Demonstrates a balance of business and technical acumen, proactively seeks to take a technical sales lead without instruction
• Adapts style and uses persuasion in delivering messages that relate to the wider firm business. Frequently advises others on complex matters.
• Proven ability using formal best practice methods to present a convincing presentation, solution selling, use of whiteboarding skills, objection handling and excellent time management
• Receives little instruction on day-to-day work and act as a mentor to peers 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
• Focuses on revenue generation through application of technical skillset and sales acumen
• Networks with key contacts outside own area of expertise
• May be accountable through team for delivery of tactical business targets

Desired Education and Experience:

• Typically requires a minimum of 10 + years of related experience with a bachelor’s degree; or 6 years and a master’s degree or a PhD with 5 years’ experience; or equivalent experience. Barriers to entry may require committee review.
• Cyber Security CISSP Certified, CEH
• ITIL Certified
• Microsoft Azure or AWS Practitioner
• 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, email security gateways, VPN and encryption (IPsec/SSL), PKI and key management, 802.11/WLAN, Syslog, NetFlow/IPFIX, Active Directory and LDAP, SAML 2.0 and modern Identity Providers, Zero Trust, SASE and SSE, virtualization platforms including VMware, Hyper-V, AWS and Azure.

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