Channel Sales Engineer

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

📋 Description

• Create and implement the technical enablement curriculum for Zafran's channel partners, including resellers, MSSPs, MDR providers, and GSIs, ranging from introductory sessions to in-depth certifications.

• Conduct hands-on workshops, bootcamps, and lab environments that empower partner SEs and consultants to become proficient Zafran experts.

• Design and update partner-facing technical materials: demo scripts, battle cards, competitive positioning documents, POV playbooks, and reference architectures.

• Lead partner technical certification initiatives and assess partner readiness in pre-sales, deployment, and service skills.

• Collaborate with channel account managers and partner sellers to support joint opportunities, leading or assisting in discovery, demos, POVs, and handling technical objections.

• Mentor partner SEs on Zafran's technical sales strategy to enable them to independently manage their own deals over time.

• Interact directly with end-customer technical buyers, including security architects, vulnerability management leaders, and CISOs, alongside partners.

• Assist with strategic RFPs and RFIs sourced through the channel by providing differentiated technical insights.

• Work alongside MSSP and MDR partners to create Zafran-powered service offerings, aiding them in operationalizing the platform for multi-tenant delivery.

• Team up with GSIs and services partners to develop standardized Zafran deployment, integration, and remediation service packages.

• Provide guidance to partners on operational best practices, including tenant onboarding, integration design, workflow automation, and customer reporting.

• Act as the escalation point for partner technical inquiries during service design and initial delivery phases.

• Serve as the technical liaison between partners and Zafran's product, engineering, and customer success teams, highlighting partner and field feedback that shapes roadmap priorities.

• Collaborate closely with the field SE team to ensure uniform technical messaging across direct and partner channels.

• Contribute to the design of partner programs, tiering criteria, and technical specifications alongside the Channel leadership team.

• Represent Zafran at partner summits, QBRs, joint marketing events, and industry conferences through demonstrations, presentations, and on-stage sessions.

• Stay updated on threat intelligence, cybersecurity trends, and the evolving CTEM market to provide credible advice to partners.

• Promote Zafran's value proposition within partner organizations to cultivate internal champions across their sales, SE, and services teams.

⛳️ Requirements

• At least 5 years of experience in a pre-sales, sales engineering, or partner SE role within the cybersecurity sector.

• Proven experience working with channel partners—resellers, MSSPs, MDR providers, GSIs, or services partners—in an enablement or co-selling role.

• Comprehensive understanding of security industry trends, products, and solutions, including vulnerability management, risk management, endpoint security, and compliance standards.

• Strong skills in training and facilitation, with a successful track record of delivering technical enablement to varied audiences.

• Demonstrated ability to work effectively both independently and as part of a collaborative team across sales, channel, product, and services functions.

• Strategic mindset towards technical selling, with a solid understanding of partner economics and how partners develop profitable security practices.

• Self-driven and able to perform with minimal oversight in a fast-paced, high-growth environment.

• Excellent verbal and written communication skills, particularly in training delivery, solution positioning, and business justification.

• Exceptional presentation and demonstration skills.

• Willingness to travel to partner locations, events, and customer engagements as required.

🏝️ Benefits

• Flexible PTO

• Health insurance plans (medical, dental, vision)

• Monthly stipend for phone and internet

• 401k

• Flexible spending account

• Home office stipend

• Access to frontier AI models, including Claude