Channel Sales Engineer
Core
Building the technical foundation for channel partner relationships in the Non-Human Identity (NHI) security space, acting as a trusted advisor to partner technical teams and driving partner-sourced revenue.
Role type
Senior Channel Sales Engineer (Zero-to-One Builder)
Builds
Partner enablement playbooks, co-sell motions, and Proof of Concept (POC) models for strategic channel partners.
Domain
Cybersecurity, Identity & Access Management (IAM), Cloud Security
Deliverable
production ML models | product features | dashboards & analysis | research | client delivery | infrastructure | physical/clinical work
Required skills
Strategic technical advisory, zero-to-one function building, Global Systems Integrator (GSI) ecosystem management, SaaS and cloud architecture design, Identity & Access Management (IAM) expertise, cloud platform proficiency (AWS/Azure/GCP), AI agent security understanding, technical presentation and demo delivery, competitive positioning, reference design creation.
Preferred skills
Experience with major MSPs or VARs, familiarity with NHI landscape, background in CSPM/CASB tooling.
Technologies
AWS, Azure, GCP, Okta, SailPoint, CyberArk, HashiCorp Vault, Entra ID, Workload Identity.
Responsibilities
Serve as the technical owner for strategic channel partners, design the partner enablement playbook and certification path, stand up the co-sell motion and define the POC model, run technical POCs alongside partner teams, deliver tailored demos and handle complex objections, produce technical collateral including architecture diagrams and integration guides.
Seniority
Senior, hands-on IC builder
