Solutions Engineer, Channel

Responsibilities

• Serve as the primary technical leader for channel partners within an assigned region.
• Develop business plans with focus partners that align with strategic objectives.
• Provide technical pre-sales support, including product presentations, demonstrations, and solution architecture design.
• Identify new partnership opportunities and expand existing partner relationships.
• Plan and deliver technical training on products, solutions, and integration processes.
• Support technical issues during and after implementation, coordinating with technical support teams.
• Design customized solutions aligned with partner and customer needs, company standards, and best practices.
• Maintain knowledge of product roadmaps, technologies, and industry trends.
• Develop channel enablement materials, including certifications, technical guides, manuals, and webinars.
• Provide partner and customer feedback to product management and development teams.
• Track partner interactions, sales pipeline, and technical support activity, and report progress to management.
• Use AI responsibly to improve efficiency and impact.
• Travel within the assigned region as needed to support partners and attend events.

Requirements

• 5+ years of experience in partner solution consulting, pre-sales engineering, or a similar technical technology role.
• Expertise in at least one of networking, network security, cybersecurity, private or public cloud security, SOC/endpoint, or SASE.
• Experience working with channel partners, including resellers and distributors, and understanding channel sales models.
• Experience selling, implementing, or managing SaaS offerings is strongly preferred.
• Experience with complex, multi-stakeholder sales and multi-product solutions is preferred.
• Experience architecting cybersecurity solutions is preferred.
• Ability to influence stakeholders and gain buy-in for technical solutions.
• Excellent verbal and written communication skills, including presenting complex technical concepts to non-technical audiences.
• Hands-on experience with product installations, configurations, and troubleshooting.
• Ability to work independently and cross-functionally while managing multiple projects.
• Strong problem-solving skills and a proactive attitude.

Compensation

• High-cost-of-living locations salary range: $220,000–$257,000 USD, plus bonus eligibility and equity.
• Remote pay is localized according to employee work location at 83%–100% of the listed range.
• Benefits include equity, health, dental and vision coverage, retirement contributions, parental leave, mental health and wellness benefits, flexible PTO, and a professional development stipend.