About the PositionThe 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 Endpoint and MDR solutions. The solution specialist will demonstrate how our autonomous prevention, detection, and response keep customers secure with very low alert volume and overhead.
- 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.
