Channel Sales Engineer

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop the technical certification pathway for partners alongside the Channel Account Manager.

• Empower partner engineers to independently demonstrate, scope, and implement Hypori, from partner agreement to initial deployment.

• Sustain reference architectures, deployment manuals, and partner laboratory environments.

• Equip partner sales representatives and compliance leaders to advocate for the CMMC scope reduction argument.

• Facilitate discovery sessions, demonstrations, and proof-of-value initiatives on partner-driven deals.

• Apply MEDDPICC to confirm technical decision criteria, cultivate technical champions, and identify unqualified opportunities.

• Outline deployments spanning identity, multi-tenant designs, application delivery, licensing, and assessment boundaries.

• Respond to security questionnaires, RFIs, and requests regarding shared responsibilities.

• Assist partners in packaging Hypori into managed service offerings, including multi-tenant administration and integrations with RMM, PSA, and SIEM.

• Convey partner and field requirements to Product and Engineering teams.

• Support channel initiatives, webinars, and events, including CMMC CON.

• Assist in establishing a solid technical foundation for an expanded security reseller and solution provider channel.

• Collaborate with the Channel Account Manager and report to the VP of Commercial Sales.

• Success will be evaluated based on partner-sourced pipeline, technical win rates, and partners’ ability to independently manage deals.

⛳️ Requirements

• 3–5 years of experience as a sales engineer, solutions engineer, or solutions architect in a SaaS cybersecurity vendor, MSP, or MSSP environment.

• Proven history of supporting cybersecurity sales with measurable technical win rates.

• Practical experience in enabling MSP or MSSP partners, including creating certification and enablement materials.

• Strong knowledge of CMMC 2.0 and NIST SP 800-171.

• Expertise in endpoint security architecture covering mobile, identity, and data protection.

• Proficient in MEDDPICC methodology and maintaining strong Salesforce hygiene.

• Must be located remotely within the United States.

• Willingness to travel up to 40 percent to partner locations and industry events.

• Established technical credibility with partner lead engineers and compliance leads.

• Understanding of CUI vs. FCI, the five asset categories, assessment boundaries, External Service Provider requirements, FedRAMP Moderate equivalency under DFARS 7012, and SPRS scoring.

• Familiarity with Microsoft 365 GCC High, including distinctions between commercial, GCC, and GCC High, as well as enclave versus full-tenant migration and GCC High footprint reduction.

• Knowledge of endpoint and mobile security technologies such as MDM, UEM, MAM, mobile threat defense, EDR, enterprise browser, VDI, and DaaS.

• Knowledge of identity and networking technologies including SSO, SAML, SCIM, conditional access, Entra ID, Okta, and derived credentials for CAC and PIV, along with AWS/Azure cloud networking.

• Preferred: Previous experience at an MSP, MSSP, RPO, or C3PAO serving defense contractors.

• Preferred: Possession of CMMC CCP or CCA, CISSP, Security+, or Microsoft security certifications.

• Preferred: Background in an early-stage channel program.

• Preferred: Military service or experience with the Department of War as a civilian.

🏝️ Benefits

• Equity.

• Medical insurance.

• Dental insurance.

• Vision insurance.

• Parental leave.

• Life and disability insurance packages.

• 401(k) plan with employer-matching contributions vesting from the first day of employment.

• Performance bonus primarily based on company-wide performance.

• Investment in tools and skills development.

• Reasonable accommodations for applicants with disabilities.