Sales Engineer

BlueCat

12d•Remote

About The Position

BlueCat is a key player in the rapidly growing space of Intelligent Network Operations, disrupting the market with a new model that links foundational core services with a deep, predictive understanding of network health and performance. Our Intelligent NetOps solution enables organizations to improve agility and mitigate risks associated with high rates of change. We are proud of our award-winning culture, recognized by "Great Place to Work" certification and numerous accolades for being among Canada's top workplaces. BlueCat's Network Observability platform is transforming how organizations gain visibility, control, automation, and confidence across complex digital infrastructures, delivering market-leading solutions that improve resiliency, accelerate troubleshooting, reduce operational complexity, and enable digital transformation in hybrid and multi-cloud environments. We are seeking a high-impact Technical Partner Manager to act as a trusted technical advisor to mid-market customers, resellers, systems integrators, and strategic channel partners. This role supports channel partners, resellers, and mid-market customer engagements throughout North America, with up to 50% travel.

Requirements

Strong understanding of enterprise networking, network operations, and observability architectures, including deep knowledge of routing and switching, NetFlow/IPFIX/streaming telemetry, QoS, wireless networking, network security, and cloud networking across on-premises, SaaS, and hybrid/multi-cloud environments.
Hands-on experience with API-driven infrastructure, automation frameworks, Infrastructure-as-Code tools, orchestration platforms, and integration strategies.
Proven experience in technical partner management, sales engineering, solutions engineering, network engineering, technical consulting, or customer success engineering within customer-facing and channel-facing roles.
Exceptional consultative, advisory, and partner enablement skills with the ability to lead technical deep dives and executive-level strategic conversations, translating complex technical capabilities into customer-centric business value and operational outcomes for mid-market organizations.
Strong executive communication, presentation, and facilitation skills with demonstrated ability to influence both technical and business stakeholders across co-sell, reseller-led, and direct sales cycles while balancing customer advocacy, partner success, and business objectives.
Experience collaborating cross-functionally across Product, Engineering, Sales, Marketing, Customer Success, Services, and Channel organizations.
Self-starter mindset, strong analytical thinking, adaptability, and comfort operating in a modern remote-first environment.
Bachelor's degree in Computer Science, Electrical Engineering, Information Technology, or a related field (or equivalent practical experience).
Willingness to travel up to 50% throughout North America required.

Nice To Haves

Familiarity in AI-assisted operations, infrastructure intelligence, and automation-driven workflows considered a strong asset.
Experience supporting reseller, VAR, MSP, distributor, or systems integrator partnerships strongly preferred.
CCNP, CCIE, or equivalent certification considered a strong plus.

Responsibilities

Lead consultative discovery engagements and executive workshops with mid-market customers, resellers, and channel partners to uncover operational challenges, modernization priorities, and cloud transformation initiatives, connecting technical capabilities to measurable business outcomes, ROI, and operational resilience across hybrid and multi-cloud environments.
Architect and position observability and infrastructure intelligence solutions tailored to customer environments, designing integrated solutions that span network observability, telemetry analytics, infrastructure automation, and API-driven operational workflows, while guiding customers and partners through evaluations, onboarding, adoption, and expansion.
Build and maintain trusted advisor relationships with technical teams, partner engineering organizations, operations leaders, architects, and executive stakeholders, acting as the primary technical liaison between BlueCat and assigned reseller and channel partners to support strategic account growth.
Enable reseller and channel partner technical teams through onsite and remote engagements including hands-on workshops, solution demonstrations, architecture reviews, competitive positioning, lab environments, and technical training, helping partners independently position, demonstrate, deploy, and support BlueCat's LiveAction solutions.
Assist partners in developing technical go-to-market strategies, solution positioning, competitive differentiation, cross-sell strategies, and expansion opportunities within existing customer environments, while supporting joint engagements alongside reseller account teams and partner sales engineers.
Collaborate with Product Management, Engineering, Customer Success, Marketing, and GTM teams to contribute customer and partner insights, competitive intelligence, and feature recommendations, while participating in beta programs, advisory councils, and developing technical thought leadership content, webinars, and industry presentations.
Represent BlueCat's LiveAction Network Observability solutions at customer events, partner events, and industry conferences while maintaining accurate engagement and opportunity data in Salesforce, staying current on emerging technologies including AI-assisted operations, observability platforms, telemetry analytics, and hybrid cloud networking.