Senior Solutions Engineer

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 SonicWall portfolio to an audience typically between 10-500 persons, keeping partners and customers informed of new solutions and industry trends.
• Talk to and demonstrate SonicWall unique value proposition, know competitors' offerings in this space, and why we win. Share 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 recurring meetings with solution decision makers including "C" level.
• Work with VARs, MSPs, and MSSPs on managed service sales, deployment, and support.
• Support remote partner product trials.
• Technical lead for proof of concepts that are either with a partner or directly with a customer.
• Participate in beta testing and feedback of products, working alongside product management teams. Function as the voice of the beta testers to consolidate feedback to product management teams and to Pre-Sales stakeholders.
• Team 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 internally or externally.
• Develop expertise to a PoC level in at least 7-10 SonicWall product areas and serve as a subject matter expert and go-to person for theatre.
• Proactively share best practices with fellow peers and sales on a regular basis.
• Mentor at least one Solution Engineer.
• Keep regional sales informed of roadmap insights, product updates, and technical best practices.
• Promote a culture of teaming with extended teams, working collaboratively, and bringing ideas forward that improve the overall effectiveness of the Pre-Sales organization.
• Adhere to the company values, guidelines, and solution engineering regional reporting tasks.

Qualifications

• Takes a holistic approach in solving complex problems, seeks to include all relevant stakeholders, and agrees before proposing a solution.
• Develops skills and uses experience in business-focused discussions to envision and describe how a technical solution complements existing customer and partner business practices.
• Fosters a cross-functional team culture, works well with others, and focuses on 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's business.
• Frequently advises others on complex matters.
• Uses 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 acts as a mentor to peers on new assignments.
• Works effectively to maximize available time, optimize teaming discussions to deliver 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.

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 Retained 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.
• Experience with 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.