Strategic Accounts Sales Engineer

About the Position

The Strategic Accounts Sales Engineer reports to the VP of Global Sales Engineering and supports the Strategic Accounts team in Europe. The Strategic Accounts Sales Engineer is the ultimate authority understanding the customer security needs and how WatchGuard portfolio addresses them. The main product areas of focus are End Point Protection, Detection and Response and Threat Hunting, but knowledge will be developed across the overall WatchGuard portfolio. The sales engineer is an overall security expert with a passion for cybersecurity. He/She can quickly connect the current and forward-looking evolution of Security Service Providers needs with our product portfolio. He/She interacts with customers and partners daily to present and defend our proposals v the competition. Presale activities will encompass presentations, demos, trials and advising on customer implementations. Some public speaking enagements in events and industry forums are also required.

Our sales engineer works hand in hand with our sales and channel managers, as well as our product team members. Good teamwork is essential. The day to day activities will require balancing different partners/customers/prospects at the same time.

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.

You are a trusted advisor and business partner both externally to our customers & partners and internally (to our sales, presales, marketing, product and support team). This position of trusted advisor supports not only his/her efficacy in positioning our portfolio and differentiators, but also help shape the requirements of customer/partners in a proactive fashion.

You will become a product expert in WatchGuard Orion, our threat hunting platform that combines real-time and deep visibility with large-scale security analytics and tools, empowering SOC hunters, analysts, and responders to efficiently address sophisticated, undetected threats.

A Day In the Life

The main responsibilities of the role include forging strategic relationships with Service Providers to help them develop, support and sell our solutions to their customers. The Strategic Accounts Sales Engineer trains and support partners, provides demos to both partners and customers, assists in customer evaluations &  Proof of Concepts (POCs), as well as delivering technical enablement and answering 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.

30/60/90 Onboarding Plan

• 30 Days: Basic introductions to key WatchGuard personnel, get acquainted with WatchGuard’s CRM for activity logging, participate in scheduled team calls, start shadowing colleagues on partner/customer calls

• 60 Days: Complete initial lab setup, begin to take over direct technical requests from Service Providers

• 90 Days: Start travelling with sales team for introductory partner meetings

Position Responsibilities

• Identify, develop and expand technical relationships with key Service Provider partners

• 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 around the world

• Assist account managers with pre-sales and post-sales support

• Assist in increasing Service Provider 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 including Orion

• 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

• Comfortable working with Business and Technical staff at partners in both English and Spanish language

• WatchGuard product knowledge or key competitor knowledge

• Endpoint security background

• Threat hunting background is a plus

• Knowledge about threat intelligence and related platforms

• Ability to read/write python scripts.

• Familiarity with SQL syntax and ability to write standard queries.

• Ability to build up and maintain a lab environment on virtual infrastructure (VMWare, KVM, Hyper-V) to run demos, Proof of Concepts, or any other test.

• Advanced administration on Windows OS, Linux and macOS (a plus).

• Prior experience with some SOC components and their related functions: SIEMs, SOARs, IDSs/IPS, Firewalls, and Endpoint Detection & Response

• Effective written and verbal communication, listening, negotiation and presentation skills

• Ability to balance competing priorities

• Ability to self-manage and work remotely

Experience:

• 5+ years pre-sales technical experience

• Minimum medium-grade professional training in IT related field or an equivalent combination of education and experience