Channel Solutions Consultant – GSI

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

📋 Description

• Act as the main technical authority for channel partners.

• Work collaboratively to create detailed business plans that align with strategic goals.

• Deliver technical pre-sales support, including product presentations, demonstrations, and solution architecture design.

• Partner with your sales colleagues to identify opportunities for new partnerships and enhance existing ones.

• Organize and lead in-depth technical training sessions for partners, ensuring their proficiency in the company's products, solutions, and integration processes.

• Assist partners with technical challenges during and after product implementation, serving as a liaison between them and the company's technical support teams.

• Utilize business and technical expertise to design and deliver tailored solutions based on partner and customer requirements, ensuring alignment with company standards and best practices.

• Keep abreast of product roadmaps, emerging technologies, and industry trends to better support partners in expanding their businesses.

• Contribute to the creation and distribution of channel enablement materials, including technical guides, manuals, and webinars.

• Collaborate with product management and development teams to relay feedback on product enhancements based on partner and customer insights.

• Drive outcomes by maintaining thorough records of partner interactions, sales pipeline, and technical support provided, regularly reporting progress to management.

⛳️ Requirements

• Over 6 years of experience in Partner Solution Consulting, pre-sales engineering, or a comparable technical role in the technology sector.

• Expertise in Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint, or SASE.

• Strong comprehension of channel sales models with experience in working alongside resellers, distributors, and other channel partners.

• Previous experience in selling, implementing, or managing SaaS offerings is highly desirable.

• Familiarity with complex sales processes involving multiple buying centers and multi-product solutions is preferred.

• Prior experience in architecting cybersecurity solutions that address technical challenges and influence business strategies is advantageous.

• Proven ability to influence and secure buy-in from key stakeholders, whether in customer-facing or internal roles.

• Excellent verbal and written communication skills, capable of presenting complex technical information to non-technical audiences.

• Practical experience with product installations, configurations, and troubleshooting.

• Ability to work independently as well as collaboratively within a cross-functional team, managing multiple projects in a dynamic environment.

• Strong problem-solving abilities and a proactive approach to issue resolution.

• Willingness to travel within the designated region to support partners and attend events as necessary.

• Proven success in influencing key stakeholders and securing buy-in for technical solutions.

• Proficient in English.

• Bachelor's degree in Computer Science, Engineering, Information Technology, or a related field, or equivalent military experience.

🏝️ Benefits

• Flexible work arrangements.

• Opportunities for professional development.

• Employee equity program.

• Health insurance.