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We’re defending small- and medium-sized businesses and enterprises worldwide.
Backed by research from SonicWall Capture Labs and the formidable resources of over 26,000 loyal channel partners around the globe, our award-winning, real-time breach detection and prevention solutions secure more than a million business and mobile networks and their emails, applications and data.
Ready to do your part in the cyber arms race? SonicWall offers fun, high-energy work environments at the leading edge of technology, networking and cybersecurity. Whether you’re in sales, marketing, engineering, product management, technical support or finance, you’ll have real opportunities to help protect more than 500,000 organizations across the globe. If you’re ready for a career that can impact change — and not just another job — join one of committed and enthusiastic SonicWall teams in offices around the world.
EMEA Director for Solutions Engineering is a key role for SonicWall, responsible for leading one or more regional Pre-Sales teams of excellence, a contributor to the theatre Solution Engineering strategy, and adjusting its application to one or more sales regions to deliver the key metrics of success.
This individual is also seen as a CTO for the theatre or region, a spokesperson for cyber security trends and insights for both internal and external audience.
If you are a proven leader and an excellent people manager in the IT industry, looking for a role that’s empowered, an influencer to our customers and partners, passionate about leading teams to be best in class in the cyber security industry and want to have a platform to grow and develop ideas into best practices then this could be the ideal role for you.
This role is remote based, located within the region of operations, and must be willing to travel between 30%-40%. This role is very empowered within SonicWall and supported by continuous training programs for those who have a passion for self-development.
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
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.