The Solutions Consultant role is an evolution of the traditional Sales Engineering position, where you will align efforts to best serve customers in understanding their environment, providing solution guidance, and ensuring value realization from their investment with the company. In this role, you will offer technical leadership and expertise throughout your customers' security transformation journeys. You will be instrumental in defining technical solutions that protect your customers’ key business priorities while emphasizing the company as their preferred cybersecurity partner across on-prem, cloud, and security operations services.
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Your impact will be defined by a curiosity-driven approach, viewing complex problems as opportunities to learn and deliver innovative solutions. Key responsibilities include:
- Meeting and exceeding sales quotas by developing strategic, technical account plans targeting cross-platform solutions.
- Understanding core customer business requirements to position, demonstrate, and develop high-level designs across the company portfolio, facilitating business value creation.
- Driving customer adoption of the company Platform and developing relationships to enhance productivity, efficiency, security efficacy, and flexibility for innovation.
- Conducting discovery sessions to grasp and articulate the essential technical, operational, and commercial goals of prospects and customers.
- Collaborating closely with Professional Services, Customer Success, and Specialist teams to ensure successful implementation and adoption of solutions.
- Showcasing strong communication skills and delivering impactful presentations and technical demos that simplify complex ideas for diverse audiences.
- Leading successful technical validations aligned with best practices to secure wins in assigned opportunities.
- Exhibiting cross-functional leadership by coordinating resources for a cohesive strategy that emphasizes teamwork.
- Promoting comprehensive solutions that integrate the company and/or partner professional services to expedite customer value realization.
- Understanding the competitive landscape to effectively differentiate the company’s cybersecurity leadership.
- Investing in your technical and professional development while engaging with the Solutions Consultant community and industry events.
- Identifying technical stakeholders and fostering relationships to develop and drive a security architecture transformation roadmap.
Qualifications for this role include:
- 6+ years of experience in pre-sales/sales engineering.
- Expertise in one or more areas, such as Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint, or SASE.
- Proven experience in delivering cybersecurity solutions that address technical challenges and inspire new business initiatives.
- Ability to influence and gain buy-in from key stakeholders in both customer-facing and internal contexts; prior experience in pre-sales is advantageous.
- Skills in creating and delivering technical presentations, workshops, or validation engagements.
- Experience in selling, designing, implementing, or managing solutions related to Network Security, SASE, SaaS, CNAPP, and/or SOC Transformation Technologies.
- Collaboration with Customer Support organizations to ensure successful implementation and adoption of solutions.
- Familiarity with complex sales involving long processes, multiple buying centers, and multi-product solutions is preferred.
- This is a field sales position that may require travel to support in-person customer meetings.
- Fluency in English and Arabic is required.
