Senior Solutions Engineer

SonicWall is a cybersecurity leader with over 30 years of expertise, recognized as a partner-first company. We provide real-time security solutions across cloud, hybrid, and traditional environments to protect increasingly remote, mobile, and cloud-enabled users from advanced cyber threats. With an in-house threat research center, SonicWall delivers purpose-built security solutions for enterprises, government agencies, and SMBs worldwide.

Responsibilities

• Lead proactive technical discovery workshops to qualify customer requirements, validate use cases, and develop bills of materials, designs, and statements of work.
• Conduct advanced technical sales presentations and solution demonstrations across the SonicWall portfolio to audiences of 10-500, keeping partners and customers informed of new solutions and industry trends.
• Articulate SonicWall’s unique value proposition, understand competitors’ offerings, and share competitive insights with peers and sales teams.
• Build and maintain 10-20 trusted technical decision-maker relationships with strategic channel partners and customers, including C-level executives.
• Maintain a personal lab for common demo requests and professional development.
• Support remote partner product trials and lead technical proof-of-concept engagements with partners or direct customers.
• Collaborate with VARs, MSPs, and MSSPs on managed service sales, deployment, and support.
• Participate in beta testing and provide consolidated feedback to product management teams and pre-sales stakeholders.
• Team with support to preserve partner and customer relationships.
• Lead and support technical marketing initiatives, including collateral development and presentations for internal and external events.
• Develop expertise in 7-10 SonicWall product areas, achieving proof-of-concept-level proficiency and serving as a subject-matter expert.
• Proactively share best practices with peers and sales teams and mentor at least one Solution Engineer.
• Keep regional sales informed of roadmap insights, product updates, and technical best practices.
• Promote a collaborative culture and contribute ideas to improve the effectiveness of the pre-sales organization.
• Adhere to company values, guidelines, and regional reporting tasks.

Characteristics of the Role

• Take a holistic approach to solving complex problems, engaging all relevant stakeholders for consensus before proposing solutions.
• Develop skills to discuss business-focused solutions, demonstrating how technical solutions align with customer and partner business practices.
• Foster a cross-functional team culture, working collaboratively toward shared outcomes.
• Balance business and technical acumen, proactively leading technical sales without direct instruction.
• Adapt communication styles and use persuasion to deliver messages aligned with broader business goals.
• Advise others on complex matters using formal best practices, including solution selling, whiteboarding, objection handling, and time management.
• Operate with minimal day-to-day instruction and mentor peers on new assignments.
• Maximize available time and optimize team discussions to deliver outcomes on time and to specifications.
• Exhibit advanced, wide-ranging experience, applying in-depth professional knowledge to develop and resolve complex models and procedures.
• Focus on revenue generation through technical expertise and sales acumen.
• Network with key contacts outside your area of expertise.
• May be accountable for delivering tactical business targets through team efforts.

Requirements

• Minimum of 10+ years of related experience with a bachelor’s degree; or 6 years with a master’s degree; or a PhD with 5 years’ experience; or equivalent experience (barriers to entry may require committee review).
• Certifications: CISSP, CEH, ITIL, Microsoft Azure or AWS Practitioner.
• SonicWall certifications (SNSA & SNSP) preferred; training will be provided.
• Familiarity with governance, compliance issues, and management/reporting solutions (e.g., HIPAA, PCI, SOX, FERPA, CIPA, GDPR).
• 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, modern Identity Providers.
  • Zero Trust, SASE, and SSE.
  • Virtualization platforms including VMware, Hyper-V, AWS, and Azure.

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