Solutions Engineer, Channel

Censys

6d • $220,000 - $257,000 • Remote

About The Position

The Channel Solutions Engineer serves as Censys's primary technical resource for channel partners within an assigned region, bridging the gap between complex cybersecurity solutions and partner success. This role combines hands-on pre-sales engineering with strategic partner enablement which includes designing and delivering product demonstrations, designing solution architectures, and creating & leading technical training to help resellers and distributors confidently sell and implement Censys's Internet intelligence platform. Acting as a trusted technical advisor and liaison to internal support teams, the Channel Solutions Engineer drives partner growth by translating technical capabilities into business value, while feeding real-world partner and customer insights back into product strategy.

Requirements

• 5+ years of experience in Partner Solution Consulting, pre-sales engineering, or a similar technical role within the technology industry
• Skilled in at least one of the following Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint or SASE
• Prior experience working with channel is required. Strong understanding of channel sales models and experience working with resellers, distributors, and other channel partners
• Previous experience selling, implementing, or managing SaaS offerings is strongly preferred
• Experience in complex sales involving long sales processes with multiple buying centers and multi-product solutions is preferred.
• Prior experience architecting cybersecurity solutions that solve technical challenges and influence business initiatives is preferred.
• Experience influencing and gaining buy-in from key stakeholders, either in a customer-facing or internal role
• Excellent communication skills, both verbal and written, with the ability to present 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, managing multiple projects in a fast-paced environment
• Strong problem-solving skills and a proactive attitude towards resolving issues.
• Willingness to travel within the assigned region to support partners and attend events as necessary
• Proven track record of influencing key stakeholders and gaining buy-in for technical solutions

Responsibilities

• Serve as the primary technical leader for channel partners within the assigned region
• Collaborate with focus partners in the territory to develop comprehensive business plans that align to strategic objectives
• Provide technical pre-sales support to partners, including product presentations, demonstrations and solution architecture design
• Collaborate with your sales peers to identify opportunities for new partnerships and expand existing ones
• Plan and drive detailed technical training sessions for partners, ensuring they are proficient in the company’s products, solutions, and integration processes
• Support channel partners with technical issues during and after product implementation, acting as a liaison between them and the company's technical support teams
• Applies Business and Technical Acumen to design and deliver customized solutions based on partner and customer needs, ensuring alignment with company standards and best practices
• Stay updated on product roadmaps, new technologies, and industry trends to better assist partners in growing their business
• Lead in the development and deployment of channel enablement materials, such as certifications, technical guides, manuals, and webinars
• Collaborate with the product management and development teams to provide feedback on product improvements based on partner and customer feedback
• Drives results by maintaining detailed records of partner interactions, sales pipeline, and technical support provided, reporting progress to management regularly
• Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact
• Other duties as assigned

Benefits

• equity
• health coverage
• dental coverage
• vision coverage
• retirement with company contribution
• parental leave
• mental health & wellness benefits
• flexible PTO
• professional development stipend
• sales incentive pay for most sales roles
• annual bonus plan for eligible non-sales roles

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed