Senior Solutions Engineer – Partners

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

📋 Description

• Collaborate with Channel Account Managers and Account Executives to discover, qualify, and finalize new and expansion opportunities through the channel.

• Lead technical discovery sessions, design solution architecture, conduct demonstrations, and develop proofs-of-concept for partner-sourced and co-sell initiatives.

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

• Create and deliver technical enablement for partners, which includes training programs, certification materials, demo environments, solution blueprints, reference architectures, and battle cards.

• Design and oversee complex partner-customer-Tailscale transactions, ensuring alignment of technical requirements with business objectives.

• Relay field insights from partners and joint customers to Product, Engineering, and go-to-market teams.

• Establish relationships with technical stakeholders at key partners while managing advanced architecture and integration escalations.

• Work collaboratively with Sales, Partner, Product, Customer Success, and Support teams to enhance handoffs, boost technical win rates, and increase partner-sourced revenue.

• Contribute reusable demo assets, partner-facing documentation, and best-practice playbooks.

⛳️ Requirements

• A minimum of 6 years of experience in a customer-facing role as a Solutions Engineer, Sales Engineer, or Solutions Architect in networking, security, infrastructure, or related software.

• Direct experience in enabling or co-selling with Managed Service Providers (MSPs), Original Equipment Manufacturers (OEMs), Value-Added Resellers (VARs), system integrators, or technology alliance partners.

• A proven history of co-managing pipeline and influencing quota outcomes alongside sales or channel teams.

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

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

• Hands-on experience in architecture and deployment with at least two major cloud providers such as AWS, GCP, or Azure, along with hybrid environments.

• Ability to convey complex technical concepts as business value to both technical and non-technical audiences.

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

• Capability to operate independently in a rapidly growing, fully remote environment.

• Willingness to travel approximately 15–25% for partner workshops, client meetings, conferences, and internal collaboration.

• Preferred: Experience with networking/security/infrastructure SaaS, regulated industries or compliance frameworks, Python/Bash/Go/Terraform/HCL/Kubernetes, AI gateway or LLM access governance, zero-trust/SASE/secure connectivity competition, Tailscale/WireGuard/mesh networking, and reusable solution architectures or partner certification programs.

🏝️ Benefits

• Equity incentive plan.

• Variable commission for quota-based roles.

• Health, vision, and dental coverage with no waiting period for employees and their families.

• A remote-first flexible work environment.

• Corporate co-working program.

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

• Annual company retreat and team off-sites.

• $1500 USD annually for professional development.

• Opportunities for mentorship, coaching, and internal promotions.

• Flexible paid time off program.

• Company-issued laptop, with a choice between Mac or PC.

• Monthly reimbursement for home internet expenses.

• $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.

• An inclusive and accessible hiring process with available accommodations.