Senior Channel Sales Engineer

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

📋 Description

• Empower partner technical teams by educating partner sales engineers and architects on the WitnessAI platform, the AI security market, and its advantages over traditional tools.

• Conduct onboarding, certification, and refresher training sessions.

• Assist partner-led transactions by participating in partner calls and customer meetings, delivering demos, addressing technical inquiries, and determining requirements.

• Mentor partners to autonomously manage future transactions.

• Establish proof-of-concept plans and define success criteria with partners and customers.

• Oversee deployments, resolve issues, and guide POCs towards decisive outcomes.

• Develop reference architectures, demo environments, deployment guides, battlecards, and communication strategies.

• Collaborate with Channel Sales and Marketing on joint campaigns, workshops, and events.

• Aid partners in recognizing AI security use cases within their existing client base.

• Manage technical questionnaires, architecture assessments, and RFP responses.

• Relay partner and customer insights to Product and Engineering teams, including integration challenges, competitive setbacks, and feature suggestions.

• Speak at partner events, conferences, and customer briefings.

⛳️ Requirements

• Over 7 years of experience in pre-sales, sales engineering, or technical consulting, with a minimum of 3 years supporting channel or partner sales.

• Proficient understanding of network security, cloud infrastructure, identity, and data security.

• Familiarity with AI/ML or generative AI applications is a significant advantage.

• Proven track record of enabling partners to sell and implement technical products and assisting in closing six- and seven-figure deals through the channel.

• Practical experience managing demos and POCs from start to finish, including deployment and troubleshooting.

• Experience collaborating with resellers, distributors, MSSPs, or global system integrators.

• Excellent communication skills and the ability to elucidate complex architectures to engineers and CISOs.

• Willingness to travel for partner and customer meetings and events.

• Experience with a cybersecurity vendor, particularly in SASE, secure web gateway, CASB, DLP, or zero trust, is a plus.

• Experience in creating a partner enablement or certification program from the ground up is an added benefit.

• Established relationships with security-focused VARs, MSSPs, or distributors are advantageous.

• Familiarity with partner portals, deal registration tools, and CRM systems such as Salesforce is beneficial.

• Security or cloud certifications like CISSP, AWS, Azure, or GCP are favorable.

• Prior experience in a startup environment is a plus.

🏝️ Benefits

• Competitive salary and equity.

• Health, dental, and vision insurance.

• 401(k) plan.

• Opportunities for professional development and career growth.

• Generous vacation policy.

• Support from leading investors and advisors in AI, cybersecurity, and enterprise software.