Solution Specialist - North America

About the Position The Endpoint Solutions Specialist reports to the VP of Sales Engineering and is responsible for driving revenue growth by accelerating cross-sell opportunities in the WatchGuard partner ecosystem. This role blends product pre-sales expertise with commercial ownership, partnering closely with Partner Managers to identify, progress, and close opportunities.

• Provide high-level, compelling product demonstrations and handle client inquiries • Use a consultative, trusted-advisor approach to uncover customer requirements, and conduct business-oriented discovery discussions on how the products benefit the partner. • Maintain an accurate opportunity pipeline, provide forecasting/pipeline updates to leadership, and consistently pursue outcomes aligned to monthly/quarterly targets. • Capture and relay customer feedback, win/loss and competitive intelligence to Product Management and field leadership to continuously improve offerings and positioning.

• Become an expert in the WatchGuard Identity-Based Zero Trust solutions. The solution specialist will demonstrate how our Unified Security Platform enables MSPs to deliver identity-based access and cloud-delivered security to block web threats, eliminate VPN risk, and reduce exposure for remote workers. • The specialist should also be able to position at a general level how WatchGuard’s Unified Security Platform benefits managed services teams with one simplified, automated, intelligent approach, replacing patchwork tools. • Act as an internal product evangelist/advocate—share best practices and solutions with Account Managers and become their “go-to” resource. • Maintain and report an accurate pipeline, including weekly forecasting and opportunity updates to management. • Consistently meet or exceed quota/targets, demonstrating strong sales process discipline. • Coordinate inter-departmental technical resources (Sales Engineering, Product, Support, Services) to help close prospective opportunities if necessary. • The specialist typically serves as an expert on one to three product areas, enabling depth in demos and value-based positioning. • This position is based in the WatchGuard office in Miami, FL and covers all of North America.

• 3+ years of pre-sales technical experience (or equivalent) with strong partner-facing capability. • Comfort with endpoint security fundamentals and SASE concepts like zero trust access. • Effective written/verbal communication, presentation, and negotiation skills; able to run discovery and translate requirements into solution recommendations. • Working knowledge of WatchGuard products or key competitor knowledge. • Experience using MS Office; comfort working in CRM workflows for activity and pipeline management.

• Demonstrated ability to manage a sales process to closure, including forecasting hygiene, pipeline discipline, and consistent target attainment. • Experience selling/delivering demos for security solutions in MSP ecosystems (inside/partner-led selling a plus). • Familiarity with common security/compliance frameworks (e.g., CIS controls, NIST, PCI) is a plus in consultative conversations. • BS/BA or equivalent work experience.

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