Channel Sales Engineer
Location: Melbourne, Australia
Who Are We?
About Airlock Digital:
Airlock Digital is a global leader in application control and allowlisting. We seek to empower every organization to run only what they trust and operate free from malware and ransomware.
With rapid growth across Australia, North America, and EMEA. We are committed to our core values, respect, determination, and integrity. We support a diverse and expanding global customer base. At Airlock, we pride ourselves on being a team of humble, collaborative, and driven professionals who support one another and share a passion for cybersecurity.
What We Are Looking For:
Airlock Digital has an established partner ecosystem in Australia, with multiple partners already delivering professional services at varying levels of maturity. The Channel Sales Engineer (CSE) will focus on standardizing, elevating, and scaling partner technical and delivery capabilities.
This role is centered on improving consistency, deepening technical expertise, and enabling partners to confidently position, demonstrate, and deliver Airlock solutions with increasing independence.
Key Responsibilities:
GTM Alignment & Pipeline Influence
Partner with Channel Account Managers and Airlock Sales Engineers to align enablement with pipeline priorities
Support partners in identifying and qualifying opportunities within their customer base
Contribute to joint account planning and partner-driven pipeline development
Foster relationships with key technical stakeholders within Airlock Digital’s key strategic partners
Partner Delivery Maturity
Work closely with partners currently delivering services to:
Identify capability gaps
Improve technical depth and delivery quality
Develop repeatable deployment frameworks and best practices
Develop enablement content to ensure high delivery standards across partner ecosystem
Partner Capability Development
Enable partner technical teams to support Airlock-led sales cycles
Ensure partners remain current on evolving Essential Eight requirements and their impact on application control strategies
Train strategic partners to deliver basic demonstrations where appropriate
Educate partners on application control fundamentals and Airlock’s differentiation
Evangelism & Market Development
Deliver enablement sessions, partner events, and regional workshops
Act as a subject matter expert on application control and endpoint security trends
Build Airlock mindshare within partner organizations
Program Development & Feedback Loop
Contribute to building Airlock’s global partner enablement framework
Support development of certification programs, labs/NFR environments, and partner readiness models
Gather and communicate partner feedback to product, marketing, and leadership teams
Help develop and refine partner-facing assets and messaging
Required Skills & Qualifications:
Experience
5–8+ years in Sales Engineering, Solutions Engineering, or Technical Pre-Sales
Proven experience working in a Channel Sales Engineering, Partner SE, or Partner Enablement role strongly preferred
Demonstrated experience enabling VARs, security-focused partners, or channel ecosystems
Experience in endpoint security, application control, or adjacent cybersecurity domains
Technical Skills
Strong understanding of endpoint security concepts, with the ability to position and teach these concepts to partner audiences (e.g., application control, EDR, privilege management)
Ability to deliver partner-facing enablement across both sales and technical audiences
Experience building or delivering demos, workshops, and technical training
Core Competencies
Builder mindset — comfortable creating materials from scratch, and iterating them over time
Strong communication and presentation skills
Ability to influence without direct authority across partner and internal teams
Highly organized with the ability to scale across multiple partners and priorities
Preferred Qualifications:
Experience in high-growth or early-stage cybersecurity companies
Familiarity with VARs, MSSPs, and security-focused channel ecosystems
Experience developing enablement content, labs, or certification programs
Why This Role
You’ll play a critical role in maturing Airlock Digital’s most established partner ecosystem, ensuring partners can deliver consistent, high-quality outcomes while scaling Airlock’s impact across the region.
What We Offer:
We don’t think money is everything, but we know it is an important part of your decision to apply for a role. Additional factors considered in extending an offer include responsibilities of the job, education, location, experience, knowledge, skills, abilities, and internal equity, alignment with market data, or applicable laws.
Flexible Work Environment, Hybrid or Remote – Time Off - Paid Volunteering Time - Birthday Leave - Paid parental Leaves - Home Office Allowance
Our Commitment:
We believe in supporting our team members both personally and professionally. Named one of the Australia’s Greatest Places to Work and 5th best technology company for 2025, we value flexibility, trust, and a work environment that empowers our team to do their best work.
We will be assessing applications as they come in, so we encourage you to send your resume through to us as soon as possible. All official job offers from our company are extended directly by our recruitment team and will be sent through an official BambooHR document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a National Police Check through an authorized third-party vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience. No contact from recruitment agencies, thank you.