Channel Sales Engineer

IGEL Technology•,

9h•Remote

About The Position

The Channel Sales Engineer supports IGEL’s 100% channel-driven sales strategy by working with Channel Sales teams, distribution partners, and internal stakeholders. The role focuses on partner enablement, technical training, and sales engineering support, helping partners build the expertise and confidence to identify, advance, and close opportunities independently. The position provides technical guidance throughout partner development, supports customer engagements, and delivers training that helps partners position and sell IGEL solutions. The role serves as a trusted technical advisor to assigned Channel and Distribution partners throughout North America. It involves developing partner technical capabilities through training, workshops, webinars, demonstrations, mentorship, and cloud-based demonstration and lab environments. The Channel Sales Engineer also supports partner-led opportunities, assesses readiness and capability gaps, and collaborates with Sales Engineering, Product Management, Engineering, Channel Marketing, and other stakeholders. The position requires regular virtual and in-person collaboration with partners. Travel varies by partner activity, business priorities, and company events; candidates should anticipate traveling 1–2 weeks per month, typically 2–3 days during each travel week. The role is remote in the US West region and offers opportunities for technical and business development within an experienced, collaborative team.

Requirements

Minimum of 4–5 years of experience in Sales Engineering, Solutions Engineering, Technical Presales, or a comparable customer-facing technical role.
Experience working with Channel and Distribution partners and understanding of partner-led sales models and indirect sales dynamics.
Strong technical presentation, demonstration, and training skills, including the ability to engage audiences with varying technical backgrounds.
Excellent written and verbal communication skills, including the ability to explain complex technical concepts and their value to technical and business audiences.
Strong interpersonal and relationship-building skills, with the ability to establish credibility, influence others, and collaborate across organizations.
A passion for teaching, mentoring, and helping others develop technical knowledge and capabilities.
Strong analytical and creative problem-solving skills, including the ability to adapt to changing requirements.
Self-motivation and initiative, with the ability to manage priorities independently, take ownership, and follow through.
Excellent organizational and time-management skills, including the ability to balance multiple partner engagements and competing priorities.
A collaborative, team-oriented mindset characterized by integrity, accountability, patience, and commitment to shared success.
Intellectual curiosity, adaptability, and a desire to continuously learn new technologies.
Foundational knowledge of endpoint operating systems, desktop virtualization, and modern End-User Computing (EUC) technologies.
Working knowledge and experience with Linux-based operating systems.
Experience with one or more virtual desktop and application delivery platforms, including Citrix, Omnissa Horizon, Microsoft Azure Virtual Desktop (AVD), Windows 365, or Amazon WorkSpaces.
Understanding of enterprise networking concepts and services, including TCP/IP, DNS, DHCP, Active Directory, and common authentication and connectivity technologies.
Familiarity with endpoint management, device configuration, and enterprise desktop infrastructure.
Experience designing, configuring, or maintaining virtualized or cloud-based lab environments for demonstrations, technical evaluations, or training.

Responsibilities

Serve as a trusted technical advisor and primary technical point of contact for assigned Channel and Distribution partners throughout North America.
Develop partner technical capabilities through hands-on training, workshops, webinars, technical demonstrations, and ongoing mentorship, delivered remotely and on-site.
Help partner engineers independently position, demonstrate, deploy, and support IGEL solutions.
Promote and track partner participation in IGEL Academy training and certification programs.
Design, build, and maintain cloud-based demonstration and lab environments for partners to explore and test IGEL technologies.
Monitor partner technical readiness through certification progress, hands-on engagement, and demonstrated solution competency, identifying further enablement opportunities.
Work with Channel Sales teams to develop and execute technical enablement strategies aligned with partner development plans and business objectives.
Build and maintain productive relationships with partner technical teams through virtual engagement, on-site visits, and proactive communication.
Assess partner technical needs and capability gaps, then develop targeted enablement activities and technical solutions.
Plan, prepare, deliver, and follow up on technical presentations, demonstrations, proof-of-concept activities, and workshops.
Support partner-led customer opportunities with technical guidance and solution design, coordinating regional Presales resources when appropriate while emphasizing partner independence.
Represent IGEL at industry conferences, trade shows, partner events, and other technical engagements.
Collaborate with regional Sales Engineering teams to provide a consistent, high-quality technical experience for customers and partners across North America.
Maintain clear and proactive communication among partners, Channel Sales, Presales, and internal stakeholders.
Communicate partner requirements, product feedback, and emerging market needs to Product Management, Engineering, and Channel Marketing.
Ensure technical recommendations, demonstrations, and enablement align with IGEL reference architectures, best practices, and supported product capabilities.
Maintain current technical expertise through learning, product training, certifications, and engagement with evolving industry technologies.
Independently manage assigned partner relationships and technical initiatives, using sound judgment and collaborating with colleagues and subject matter experts as needed.
Travel as required for partner enablement, technical engagements, and company events.

Benefits

Health, dental, vision, and prescription benefits, with employee premiums covered by IGEL.
11 company-paid holidays per year.
18–22 days of PTO per year, depending on tenure.
10 days of sick time per year, with rollover of unused days up to a maximum limit.
401(k) plan with 100% company match, up to $15,000 per year.
Paid maternity and paternity leave.
Monthly home office allowance.
Remote working opportunities and flexible working times.
Employee Assistance Program (EAP) and Financial Wellness tool.
Company-paid life insurance, long-term disability (LTD), and short-term disability (STD) coverage.
Wellbeing apps, including Rightway, Headspace, and Wellhub.
Training and development opportunities.
President’s Club for highest-performing salespeople and overachievers.