Senior Channel Sales Engineer
About The Position
Airlock Digital is a global leader in application control and allowlisting. We seek to empower every organization to run only what they trust and operate free from malware and ransomware. With rapid growth across Australia, North America, and EMEA. We are committed to our core values, respect, determination, and integrity. We support a diverse and expanding global customer base. At Airlock, we pride ourselves on being a team of humble, collaborative, and driven professionals who support one another and share a passion for cybersecurity. Airlock Digital is accelerating the growth and maturity of its North American partner ecosystem. Senior Channel Sales Engineer will play a foundational role in scaling partner capability across sales and technical audiences, enabling partners to effectively position and support Airlock’s application control platform. This is a build-phase role focused on creating repeatable enablement programs, developing partner-facing assets, and driving adoption across partner sales and technical teams. While Airlock account teams will lead customer engagements, the CSE will ensure partners are equipped to identify opportunities, articulate value, and support the pre-sales process.
Requirements
- 8+ years in Sales Engineering, Solutions Engineering, or Technical Pre-Sales
- Proven experience working in a Channel Sales Engineering, Partner SE, or Partner Enablement role strongly preferred
- Demonstrated experience enabling VARs, security-focused partners, or channel ecosystems
- Experience in endpoint security, application control, or adjacent cybersecurity domains
- Strong understanding of endpoint security concepts, with the ability to position and teach these concepts to partner audiences (e.g., application control, EDR, privilege management)
- Ability to deliver partner-facing enablement across both sales and technical audiences
- Experience building or delivering demos, workshops, and technical training
- Builder mindset — comfortable creating materials from scratch, and iterating them over time
- Strong communication and presentation skills
- Ability to influence without direct authority across partner and internal teams
- Highly organized with the ability to scale across multiple partners and priorities
Nice To Haves
- Experience in high-growth or early-stage cybersecurity companies
- Familiarity with VARs, MSSPs, and security-focused channel ecosystems
- Experience developing enablement content, labs, or certification programs
Responsibilities
- GTM Alignment & Pipeline Influence
- Partner with Channel Account Managers and Airlock Sales Engineers to align enablement with pipeline priorities
- Support partners in identifying and qualifying opportunities within their customer base
- Contribute to joint account planning and partner-driven pipeline development
- Foster relationships with key technical stakeholders within Airlock Digital’s key strategic partners
- Partner Enablement
- Refine and deliver structured enablement programs across three partner personas: Sales – value positioning, qualification, messaging Technical Sales – discovery, positioning, demo support Professional Services (foundational awareness)
- Build and refine scalable enablement assets including presentations, demo frameworks, and technical walkthroughs
- Gather feedback from key strategic partners to improve enablement messaging and materials
- Partner Capability Development
- Enable partner technical teams to support Airlock-led sales cycles
- Train strategic partners to deliver basic demonstrations where appropriate
- Educate partners on application control fundamentals and Airlock’s differentiation
- Evangelism & Market Development
- Deliver enablement sessions, partner events, and regional workshops
- Act as a subject matter expert on application control and endpoint security trends
- Build Airlock mindshare within partner organizations
- Program Development & Feedback Loop
- Contribute to building Airlock’s global partner enablement framework
- Support development of certification programs, labs/NFR environments, and partner readiness models
- Gather and communicate partner feedback to product, marketing, and leadership teams
- Help develop and refine partner-facing assets and messaging
Benefits
- Medical, dental, and vision insurance
- 401K Plan with 4% Company Match
- Life and Disability Programs
- Paid Parental Leave
- Paid time off and Paid Holidays
- Volunteer and Birthday Time off
- Home Office Allowance
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
Number of Employees
1-10 employees
