Senior Solutions Engineer – Partners

This is a fully remote position, open to applicants in Canada, +1 more state.

📋 Description

• Collaborate with Channel Account Managers and Account Executives to identify, qualify, and secure channel opportunities.

• Lead technical discovery, solution architecture, demonstrations, and proofs-of-concept for partner-sourced and co-selling initiatives.

• Provide guidance to partners and end customers on zero-trust networking, secure connectivity, identity integrations, AI gateway/Aperture scenarios, and PAM.

• Create and deliver partner technical enablement, including training, certification materials, demo environments, solution blueprints, reference architectures, and battle cards.

• Architect and oversee complex partner-customer-Tailscale transactions.

• Offer field insights to Product, Engineering, and go-to-market teams to shape the roadmap and packaging.

• Establish relationships with strategic partners and act as an escalation point for advanced architecture and integration inquiries.

• Work in conjunction with Sales, Partner, Product, Customer Success, and Support teams to enhance handoffs, technical win rates, and partner-generated revenue.

• Contribute reusable demos, partner documentation, and best-practice playbooks.

⛳️ Requirements

• 6+ years of experience in a customer-facing Solutions Engineer, Sales Engineer, or Solutions Architect role within networking, security, infrastructure, or a related software field.

• Proven experience enabling or co-selling with MSPs, OEMs, VARs, system integrators, or technology alliance partners.

• Demonstrated history of co-owning pipeline and influencing quota outcomes alongside sales or channel teams.

• In-depth knowledge of zero-trust networking, secure remote access/connectivity, and IAM integrations, including SSO, SAML, OIDC, and SCIM.

• Strong fundamental knowledge of networking and troubleshooting skills, including TCP/IP, DNS, routing, firewalls, and NAT traversal.

• Practical architecture and deployment experience with at least two major cloud providers, such as AWS, GCP, and Azure, in addition to hybrid environments.

• Capability to convert complex technical concepts into business value for both technical and non-technical audiences.

• Experience in designing and delivering technical training or enablement materials.

• Ability to operate independently in a high-growth, fully remote setting.

• Willingness to travel approximately 15–25% of the time.

• Nice-to-have: experience in a high-growth networking, security, or infrastructure SaaS environment.

• Nice-to-have: familiarity with regulated industries or compliance frameworks such as SOC 2, HIPAA, or PCI.

• Nice-to-have: scripting or automation experience with Python, Bash, Go, Terraform/HCL, or Kubernetes.

• Nice-to-have: understanding of AI gateway or LLM access governance.

• Nice-to-have: competitive knowledge of zero-trust, SASE, and secure connectivity.

• Nice-to-have: experience with Tailscale, WireGuard, or mesh networking.

• Nice-to-have: experience in creating reusable solution architecture, partner playbooks, or technical certification programs.

🏝️ Benefits

• Equity incentive plan.

• Variable commission for quota-based roles.

• Comprehensive group benefits with no waiting period, including health, vision, and dental coverage for employees and their families.

• Flexible remote work environment.

• Virtual and in-person social events.

• Corporate co-working program.

• Employer-funded retirement contributions matching employee contributions dollar-for-dollar, up to 0.75% of eligible compensation.

• Annual company retreat and team off-sites.

• $1500 USD annually for professional development.

• Opportunities for mentorship, coaching, and internal promotion.

• Flexible paid time off program.

• Company-owned laptop (Mac or PC).

• Monthly reimbursement for home internet.

• $500 USD allowance for home office/workstation customization.

• Paid parental leave top-ups: 20 weeks for birthing parents and 16 weeks for non-birthing parents.