Director of Solutions Engineering, SonicWall
EMEA
Network security solutions
Job no longer available
Network security solutions
1001+ employees
Job no longer available
1001+ employees
Company mission
To provide companies with technology that is as affordable as it is effective.
Role
Who you are
- Passionate presenter, storyteller, and coach that inspires others to excel in everything they do, with a One-Team mindset
- Demonstrates a balance of sales, business and technical acumen, and shared responsibility of the regional sales focused activities
- Excellent communication skills, ability to create a compelling proposal to overcome internal and external obstacles, through facts, solicited feedback from key stakeholders, and sponsorship from direct manager
- Directs the activities of a functional area or multiple integrated departments through lower management
- Requires the ability to persuade others in sensitive complex situations while preserving relationships. Applies knowledge to convince other stakeholders on desired departmental outcomes
- Proactively looks to clarify problem statements as they arise with a sense of urgency, seeks out a way forward and takes ownership of the actions to resolution. This can sometimes include teaming with and leading the SonicWall extended team
- Exercises good judgment in selecting methods, evaluating, adapting of complex techniques and evaluation criteria for obtaining results
- Leverages global solutions engineering strategy to define regional focused goals, work plans and operational objectives and delegates assignments to team
- Creates formal networks with key decision makers and widely recognized as expert and thought leader by both internal and external community
- Fosters a cross functional team culture, works well with others, focused on the team outcomes
- Proven experience in selling solutions and working collaboratively with professional services and support to meet the customers outcomes and improve the customer experience
- Accountable through team for delivery of tactical business targets
- Typically requires a master’s degree with 8+ years’ experience in leading teams or bachelor’s degree 12 + years’ experience in directly managing teams in Enterprise, Channel and System Integrator Space
- 8 + years with Cybersecurity and Cloud Industry knowledge
- Microsoft Azure or AWS Practitioner
- PRINCE2 Foundation certified & ITIL Foundational certified
- Familiarity with governance and compliance issues and management/reporting solutions and requirements. Working knowledge of HIPAA, PCI, SOX, FERPA, CIPA, GDPR, etc
- Barriers to entry may require committee review
What the job involves
- Participates with Senior management to establish the Pre-Sales Solutions Engineering Strategy in theatre, bringing forth ideas and solutions that create a service level of excellence for our customers and partners, and shape a great place to work environment
- Teaming with recruitment, Sales, and HR to hire, onboard talent, conduct 1-1 performance reviews, performance management, and mentoring of direct reports
- Ensure every Solutions engineer and manager(s), has a development plan that aligns to personal career goals and to the direction of the company
- That each team member has the tools they need to be effective in their role, including home lab, software, and an environment to sharpen their technical and professional skills
- Improve Pre-Sales productivity by teaming with the SE Global lead in building out best practice guides and collateral where there is a gap, and leveraging reusable components etc
- Project lead initiatives that improve the efficiency and effectiveness of solutions engineers and sharing those initiatives across regions or theatres
- Build a culture of teaming, sharing knowledge, trust, and integrity in region
- Foster cross functional collaboration with Solution Engineering peers across theatres, with product management, engineering, support, marketing, HR, and other key functions
- That the team (s) adhere to the company values, tools, compliance training, guidelines, and that the solution engineering regional reporting tasks and activities are completed on time
- Ensure the solution engineering team is aligned to the metrics for success
- Teaming with regional Sales leaders to shape the sales strategy and execution, Solution Engineering territory coverage mapping, headcount planning, ratios, and recognition
- Responsible for optimizing solution engineers, productivity and effectiveness in theatre or region to maximize the available time, teaming discussions to deliver the required outcomes on time and to the required ask
- Regional CTO, spokesperson for SonicWall Cyber threat reports, trends, roadmap insights for both internal and external events
- Work in partnership with the Sales leaders in region to align technical resources to key deals, supporting the solution sales cycle, demo, PoC, with a focus on customer outcomes
- Actively participate in deal reviews, talking to the use cases, sales status, solution proposed, technical risks, competitive positioning, and next steps
- Solution owner for RFIs/RFPs, managing resource needs and teaming with extended teams
- Ensure use cases on key deals are qualified and aligned to the solution proposed
- Function as the escalation point of contact for Sales across technical challenges in the field and be the voice back into product management, support, and engineering
- Manage the internal demo pool and lifecycle for region
- Teaming with customer success on key deals to preserve relationships with partners and customers and ensure regional sales leader and SE theatre lead are kept informed of the status
- Ability to position our value proposition, solutions and demo the portfolio
- Build out a minimum of 10 + trusted C level decision maker relationships with strategic channel partners and customers, holding reoccurring meetings with the solution decision at C level
- Lead product advisory council roundtable sessions to solicit feedback and represent the voice for our customers and partners
- Support and co-ordinate with marketing on regional events including virtual and external webinars, podcasts, customer & partner roundtable sessions
- Supervise and consolidate meaningful feedback from regional presales and sales, including customer needs and evolution of product quality perception
- Promotes a culture of teaming with extended teams, working collaboratively with Solution Engineering theatre leads to bring ideas forward that improves the overall effectiveness of the Pre-Sales organization
Our take
As workplaces become more distributed, and cyberattacks get smarter and more frequent, companies require more robust cybersecurity systems to protect themselves and their customers. SonicWall offers next-gen firewalls and cybersecurity solutions for hyper-distributed spaces, to allow businesses across industries to protect their vital infrastructure and data.
SonicWall was founded in 1991, and has continuously delivered internet security solutions and appliances for the evolving digital world. Its products can stop targeted cyberattacks and manage remote workforce access, as well as facilitate secure cloud adoption, zero-trust security, and more. In addition, the company publishes the world’s most quoted ransomware threat intelligence in the SonicWall Cyber Threat Report.
SonicWall has been awarded the CRN Annual Report Card Award for Enterprise Network Security, showing that it is a top technology vendor in its field. The company continues to improve its products, with several recent and future releases contributing to enhancing the protections it offers.
Freddie
Company Specialist at Welcome to the Jungle
Insights
3% employee growth in 12 months
Company
Company benefits
- Educational Assistance: we enhance formal training with individualized development programs, mentoring, networking, stretch assignments and growth opportunities
- Time to Recharge: with paid time off, ample holidays and a great work-life balance, our employees have the time they need to rest and come back with new and fresh ideas
- Rewards for Your Achievements: long and short-term incentive programs reward your achievements both this year and down the road
- The Ability to Make a Difference: our community efforts, charity drives and other involvement programs allow us to work towards a better world together
- Wellness Programs That Support the Whole You: we put employee health and wellness first because it is essential for the health of our business
Company HQ
Milpitas, CA
Leadership
Paul J. Ilse
(CEO)Joined FPO in 2015 and continues to support the firm’s portfolio companies while leading SonicWall’s next phase of growth. Serves on the boards of Follett School Solutions, QGenda, and VitalSource, and has previously served on the boards of Discovery Education, NMI, ClickSoftware, BluJay Solutions, 2Checkout, and HealthcareSource.
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