Sales Engineer

Employment Type: Regular Full Time

Location Type: Remote (Preferred candidate located in the Eastern United States)

Position Overview

The Sales Engineer (SE) reports to the Manager of North American Sales Engineering and is responsible for generating revenue within an assigned geographic area. The SE directly engages end users to stimulate business through indirect sales channels, including value-added resellers (VARs), national resellers, and distributors. They also serve as liaisons to channel partners for sales-related service and support issues.

WatchGuard embraces a Flexible Work Philosophy, allowing most employees to choose their work environment (office, home, or hybrid). We have built a global workforce of outstanding team members and a flexible culture built on trust, collaboration, and belonging.

A Day In The Life

The primary responsibilities of a Sales Engineer include:

• Forging strategic relationships with channel partners to help them develop, support, and sell WatchGuard solutions.
• Serving as the primary technical contact for end users interested in purchasing WatchGuard products.
• Training and supporting partners.
• Providing product demonstrations to both partners and customers.
• Assisting in customer evaluations and Proofs of Concept (POCs).
• Delivering technical enablement and answering customer questions regarding WatchGuard solutions.
• Assisting with RFPs and providing customer and partner feedback to the Product Management team, representing the needs of customers, partners, and field teams.
• Acting as a trusted security advisor and working closely with sales teams during sales calls and meetings.
• Evangelizing WatchGuard solutions.

30/60/90/120/180 Day Plan

• 30 Days:
  • Basic introductions to key WatchGuard personnel.
  • Get acquainted with WatchGuard’s CRM for activity logging.
  • Participate in scheduled SE team calls.
  • Begin shadowing SE team partner/customer calls.
• 60 Days:
  • Complete initial home lab setup.
  • Begin to take over direct technical requests from partners and customers.
• 90 Days:
  • Complete all sales certifications.
  • Start traveling with the sales team for introductory partner meetings.
• 120 Days:
  • Complete first product line technical certification.
  • Conduct in-person partner/customer visits.
• 180 Days:
  • Complete second product line technical certification.
  • Share presentation responsibilities at regional events.
• 365 Days:
  • Complete all required product technical certifications.
  • Take 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.
• Increase 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 & Qualifications

• Must be located in territory.
• WatchGuard product knowledge or key competitor knowledge.
• Strong networking background.
• Endpoint security background.
• A+ certification.
• Effective written and verbal communication, listening, negotiation, and presentation skills.
• Experience with MS Office suite.
• Ability to balance competing priorities.
• Ability to self-manage and work remotely.
• 1+ years of pre-sales technical experience.
• BS/BA degree or equivalent work experience.