Who You Are:
You are a highly motivated individual with a genuine passion for cybersecurity. You see cybersecurity not just as a profession but as a mission to safeguard organizations and individuals from cyber threats. Your years of experience designing and advising on cybersecurity solutions have honed your technical acumen and given you a deep understanding of the complexities involved in safeguarding digital assets.
In addition to your technical prowess, you possess excellent interpersonal skills that enable you to work collaboratively and build strong relationships with both clients and internal teams. Your ability to communicate complex technical information in a clear and accessible manner makes you an invaluable asset in product demonstrations and presentations.
Your passion for teamwork extends beyond merely cooperating with colleagues; you actively contribute to a positive work environment, where diverse perspectives are valued and creative problem-solving is encouraged. You thrive in a dynamic environment and are always eager to learn and adapt as the cybersecurity landscape evolves.
About the Position
The Sales Engineer (SE) reports to the Manager of Southern Europe Sales Engineering and is responsible for generating revenue within an assigned geographic area. They are responsible for directly engaging end users to stimulate business through indirect sales channels such as Value-Added Resellers (VARs), national resellers and distributors, and to serve as liaisons to channel partners with regards to any sales-related service and support issues.
A Day In the Life
The main responsibilities of the role include forging strategic relationships with channel partners to help them develop, support, and sell our solutions. Additionally, they are the primary technical contact for end users interested in purchasing WatchGuard’s product lines. SEs train and support partners, provide demos to both partners and customers, assist in customer evaluations & Proof of Concepts (POCs), as well as deliver technical enablement and help answer questions from their customers relating to our solutions. SEs help answer RFP’s and provide customer and partner feedback to our Product Management team helping represent the needs of our customers, partners, and field teams. In addition to these responsibilities, they are a trusted security advisor and work closely with the sales teams during sales calls, meetings and help evangelize WatchGuard solutions.
30/60/90/120/365 Plan
- 30 Days: Basic introductions to key WatchGuard personnel, get acquainted with WatchGuard’s CRM for activity logging, participate in scheduled SE & PM team calls, start shadowing SE team partner/customer calls
- 60 Days: Complete initial home lab setup, handle direct technical requests from partners and customers
- 90 Days: Complete all sales certifications, travelling with sales team for partner meetings
- 120 Days: Complete first product line technical certification
- 365 Days: Complete all required product technical certifications, solo presentation responsibilities at regional events
Position Responsibilities
- Identify, develop, and expand technical relationships with key “indirect” reseller partners in territory
- Drive revenue growth through reseller partners to end customers by providing pre-sales technical support and technical trainings
- Identify, develop, and expand technical relationships with key partners
- Assist field sales with pre-sales and post-sales support
- Assist in increasing reseller, partner, and end user adoption of WatchGuard’s products through tradeshows and training (seminars, webinars, technical trainings, etc.)
- Drive coordination of inter-departmental technical resources as needed to close prospective opportunities
- Escalate and resolve partner and customer issues when appropriate
- Assist evaluation customers with the setup and configuration of all WatchGuard products
- Identify and report on competitive trends (products, promotions, etc.)
- Create technical content to present to various audiences including end users and partners
Skills and Qualifications
- WatchGuard product knowledge or SonicWALL, Fortinet, Sophos & other key competitor product knowledge
- Endpoint security background a plus
- Strong networking background including TCP/IP, DHCP, DNS, VLAN, Routing
- Effective written and verbal communication, listening, negotiation and presentation skills
- Ability to balance competing priorities
- Ability to self-manage and work remotely
Experience:
- Three (3)+ years pre-sales technical experience working for a reseller or manufacturer
- WatchGuard or competitor technical & sales certifications recommended
- Minimum medium-grade professional training in IT related field or an equivalent combination of education and experience.
- Proficient in English communications
