Senior Solutions Engineer

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.

About the role

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

Responsibilities

• Proactive leadership of technical discovery workshops to qualify and validate customer requirements, use cases, and 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 the SonicWall portfolio to audiences typically between 10-500 persons, keeping partners and customers informed of new solutions and industry trends.
• Demonstrate SonicWall’s unique value proposition, understand competitors’ offerings, and articulate why SonicWall wins, including sharing competitive insights with peers and sales.
• Build and maintain a minimum of 10-20 trusted technical decision-maker relationships with strategic channel partners and customers, holding recurring meetings with solution decision-makers, including C-level executives.
• Build 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 with partners or direct customers.
• Work with VARs, MSPs, and MSSPs on managed service sales, deployment, and support.
• Participate in beta testing and feedback of products, consolidating input for product management teams and Pre-Sales stakeholders.
• Collaborate with support to preserve relationships with partners and customers.
• Lead and support key technical marketing initiatives, including building collateral and presenting at internal and external events.
• Develop expertise to a proof-of-concept level in at least 7-10 SonicWall product areas, becoming a subject matter expert and go-to resource for the region.
• Proactively share best practices with peers and sales on a regular basis.
• Provide mentorship for at least one Solution Engineer.
• Keep regional sales informed of roadmap insights, product updates, and technical best practices.
• Promote a culture of collaboration with extended teams and contribute ideas to improve the overall effectiveness of the Pre-Sales organization.
• Adhere to company values, guidelines, and regional reporting tasks.

Characteristics

• Takes a holistic approach to solving complex problems, seeking stakeholder agreement before proposing solutions.
• Develops skills to envision and describe how technical solutions complement existing customer and partner business practices.
• Fosters a cross-functional team culture, works collaboratively, and focuses on team outcomes.
• Demonstrates a balance of business and technical acumen, proactively taking a technical sales lead without instruction.
• Adapts communication style and uses persuasion to deliver messages aligned with broader business goals.
• Frequently advises others on complex matters.
• Proven ability to deliver convincing presentations, solution selling, whiteboarding, objection handling, and time management using formal best practices.
• Receives minimal instruction on day-to-day work and acts as a mentor to peers on new assignments.
• Works efficiently to maximize available time, optimize team discussions, and deliver outcomes on time.
• Exhibits advanced, wide-ranging experience, using professional knowledge and company objectives to develop and resolve complex models and procedures.
• Focuses on revenue generation through the application of technical skills and sales acumen.
• Networks with key contacts outside own area of expertise.
• May be accountable for the delivery of tactical business targets through the team.

Requirements

• Typically requires a 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); 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, LDAP, SAML 2.0, and modern Identity Providers.
  • Zero Trust, SASE, and SSE.
  • Virtualization platforms including VMware, Hyper-V, AWS, and Azure.