Solutions Engineer – Channel

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

📋 Description

• Act as the primary technical authority for channel partners within the designated region.

• Create detailed business plans focused on strategic objectives with key partners.

• Offer technical pre-sales assistance, which includes product presentations, demonstrations, and solution architecture design.

• Discover new partnership opportunities and enhance existing collaborations with sales colleagues.

• Organize and deliver technical training on products, solutions, and integration methods.

• Assist partners with technical challenges during and after implementation, coordinating with technical support teams.

• Design and provide tailored solutions based on the requirements of partners and customers.

• Keep up-to-date with product roadmaps, technologies, and industry developments.

• Create and distribute channel enablement materials, including certifications, technical guides, manuals, and webinars.

• Supply product enhancement feedback to product management and development teams.

• Maintain documentation of partner engagements, sales pipeline, and technical support; report on progress to management.

• Utilize AI responsibly to enhance efficiency and impact.

• Carry out other assigned responsibilities.

⛳️ Requirements

• Over 5 years of experience in Partner Solution Consulting, pre-sales engineering, or a similar technical role within the technology sector.

• Proficient in at least one area such as Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint, or SASE.

• Previous experience working with channel partners is essential.

• Strong grasp of channel sales models and experience collaborating with resellers, distributors, and other channel partners.

• Prior experience in selling, implementing, or managing SaaS solutions is highly preferred.

• Experience with complex sales that involve lengthy sales cycles across multiple buying centers and multi-product solutions is preferred.

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

• Ability to influence and secure buy-in from key stakeholders.

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

• Hands-on experience with product installations, configurations, and troubleshooting.

• Ability to work independently and as part of a cross-functional team while managing several projects in a dynamic environment.

• Strong problem-solving abilities and a proactive approach to resolving issues.

• Willingness to travel within the assigned region and participate in events as required.

• Proven history of influencing key stakeholders and obtaining buy-in for technical solutions.

🏝️ Benefits

• Equity.

• Health, dental & vision insurance.

• Retirement plan with company contributions.

• Parental leave.

• Mental health & wellness benefits.

• Flexible paid time off.

• Professional development stipend.

• Sales incentive compensation for most sales positions.

• Annual bonus plan for eligible non-sales positions.

• Reasonable accommodations for individuals with disabilities.

• In-person onboarding at Censys HQ in Ann Arbor.