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.