Solution Specialist - North America

Job description

## **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 technical pre-sales expertise with commercial ownership, partnering closely with Partner Managers to identify, progress, and close opportunities, while serving as a trusted technical and security advisor to partners. ### A Day in the Life - Provide high-level 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. ### Key Responsibilities - 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, technical validation, and value-based positioning. - This position is based in the WatchGuard office in Miami, FL and covers all of North America. ### Skills & Qualifications (Required) - 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. ### Skills & Qualifications (Preferred / Strongly Desired) - 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.