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.
This Solution Engineering role primarily covers the North Texas, Oklahoma, and Arkansas territory and involves 70% remote work within the regional country you are aligned with. In this capacity, you will support sales and channel technical activities, with the possibility of up to 30% travel to engage with clients and partners.
This role is ideal for a self-starter who is passionate about technology and committed to enabling teams and connecting with people to address their needs. The perfect candidate will have proven, hands-on experience with cybersecurity products and possess excellent communication and presentation skills. This is an excellent opportunity for someone with a background in Pre-Sales, Support, or Professional Services, whether at a Vendor, Channel, Customer, or Distribution level. The role involves a balance of channel and technical sales activities while building trusted relationships with partners.
Key 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 with the desired outcomes
- Conduct technical sales presentations, product, and solution demonstrations across the 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's unique value proposition, and know our key competitive offerings in this space
- Builds out a minimum of 10 trusted relationships with channel partners, holding recurring meetings with their channel technical decision makers
- Builds out and maintains a personal lab for the 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, build out collateral, and present at 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 person for the region
- Shares best practices with 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 complements 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, optimizing 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, and adapting 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's business. Frequently advises others on complex matters
Desired Education and Experience:
- Typically requires a minimum of 8 years of related experience with a bachelor’s degree or 5 years’ experience with an MBA
- 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, 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
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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.
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