Location: United States (Remote)
Reports to: Director, Sales Engineering
Compensation: $205,000–$215,000 OTE (80/20 split) plus equity
Job Overview
A fast-growing, fully remote cybersecurity company is seeking an experienced Channel Sales Engineer III to support large national resellers and distributors across the United States.
This role serves as a senior technical advisor and enablement leader within the channel ecosystem. You will focus on scaling technical education, training, and repeatable assets that empower partners to independently sell, demonstrate, and support a managed security platform at scale.
The ideal candidate combines deep channel experience with strong technical storytelling skills and a programmatic mindset, helping partners build sustainable security practices aligned with Microsoft-first environments.
About the Company
Founded by former government cyber operators, this cybersecurity company delivers enterprise-grade, fully managed security solutions built specifically for small and mid-sized organizations. By combining proprietary technology with a dedicated security operations center, the platform protects millions of endpoints and identities worldwide.
Key Responsibilities
Channel Technical Enablement
- Design and deliver high-volume partner training programs, including train-the-trainer initiatives, for national resellers and distributors
- Build scalable technical education covering endpoint detection, identity protection, SIEM integrations, and SOC workflows
- Develop standardized demos, battle cards, one-pagers, and technical talk tracks partners can run independently
Strategic Partner Support
- Act as a technical overlay for large national partners, aligning solutions with Microsoft-first security motions and managed service offerings
- Support partners in positioning integrated security solutions across Defender, Entra ID, Azure, and SIEM environments
- Assist with complex technical escalations and advanced security scenarios
Feedback & Program Optimization
- Own structured technical feedback loops, sharing insights with product, marketing, and SOC teams
- Track enablement success metrics and continuously refine programs for scale and impact
- Support deal registration and conflict resolution to protect partner margin and simplify partner engagement
Required Qualifications
- 6+ years of experience in channel-facing technical roles (Sales Engineering, Partner SE, Solutions Architect, etc.)
- Strong understanding of VAR and distributor business models, incentives, and economics
- Proven experience delivering large-scale partner enablement (webinars, floor blitzes, national trainings, and workshops)
- Ability to translate complex security concepts into clear, compelling technical narratives
- Hands-on experience supporting partner deal flows and technical escalations
- Strong presentation, demo, and storytelling skills
- Willingness to travel approximately 25%
Preferred Experience
- Experience working with large national resellers or distributors (e.g., CDW, SHI, Insight, TD SYNNEX, Ingram, or similar)
- Background in building or scaling managed security practices (EDR, MDR, identity, or SIEM)
- Exposure to SOC operations, incident response workflows, or customer incident reviews
- Practical experience designing or operating SIEM and log aggregation environments
- Familiarity with Microsoft Defender, Entra ID, Azure, and hybrid Microsoft + MDR security architectures
Compensation & Benefits
- Fully remote role (US-based)
- Competitive on-target earnings with equity participation
- Comprehensive medical, dental, and vision coverage
- 401(k) with company contribution
- Paid parental leave and generous PTO
- Home office setup reimbursement
- Monthly digital stipend
- Annual professional development allowance
- Access to coaching and leadership development programs
Equal Opportunity & Hiring Process
The company is committed to building an inclusive and diverse workplace and welcomes candidates from all backgrounds.
AI-assisted tools may be used during the application review process to support recruiter evaluation. All final hiring decisions are made by human hiring teams in accordance with applicable privacy and employment regulations.