Channel Sales Engineer
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Job Description
Channel Sales Engineer responsible for enabling partners in cybersecurity solutions with Zafran. Leading educational initiatives and co-selling opportunities to build robust partner communities.
Responsibilities:
- Build and deliver the technical enablement curriculum for Zafran's channel partners, including resellers, MSSPs, MDR providers, and GSIs - from intro sessions through deep-dive certifications.
- Run hands-on workshops, bootcamps, and lab environments that turn partner SEs and consultants into self-sufficient Zafran experts.
- Develop and maintain partner-facing technical content: demo scripts, battle cards, competitive positioning, POV playbooks, and reference architectures.
- Drive partner technical certification programs and measure partner readiness across pre-sales, deployment, and services skills.
- Partner with channel account managers and partner sellers to support joint opportunities - leading or assisting with discovery, demos, POVs, and technical objection handling.
- Coach partner SEs on Zafran's technical sales motion so they can independently run their own deals over time.
- Engage directly with end-customer technical buyers alongside partners, including security architects, vulnerability management leaders, and CISOs.
- Support strategic RFPs and RFIs sourced through the channel with differentiated technical input.
- Work with MSSP and MDR partners to design Zafran-powered service offerings, helping them operationalize the platform for multi-tenant delivery.
- Partner with GSIs and services partners to build repeatable Zafran deployment, integration, and remediation services packages.
- Advise partners on operational best practices: tenant onboarding, integration design, workflow automation, and customer reporting.
- Serve as the escalation point for partner technical questions during service design and early delivery.
- Serve as the technical bridge between partners and Zafran's product, engineering, and customer success teams - surfacing partner and field feedback that influences roadmap priorities.
- Collaborate closely with the field SE team to ensure consistent technical messaging between direct and partner motions.
- Contribute to partner program design, tiering criteria, and technical requirements alongside the Channel leadership team.
- Represent Zafran at partner summits, QBRs, joint marketing events, and industry conferences through demos, presentations, and on-stage sessions.
- Stay current on threat intelligence, cybersecurity trends, and the evolving CTEM market to advise partners with credibility.
- Evangelize Zafran's value proposition inside partner organizations to build internal champions across their sales, SE, and services teams.
Requirements:
- Minimum of 5 years' experience in a pre-sales, sales engineering, or partner SE role within cybersecurity.
- Demonstrated experience working with channel partners - resellers, MSSPs, MDR providers, GSIs, or services partners - in an enablement or co-selling capacity.
- Deep understanding of security industry trends, products, and solutions, including vulnerability management, risk management, endpoint security, and compliance requirements.
- Strong training and facilitation skills, with a track record of delivering technical enablement to diverse audiences.
- Proven ability to work effectively both independently and as a collaborative team member across sales, channel, product, and services functions.
- Strategic approach to technical selling, with a strong grasp of partner economics and how partners build profitable security practices.
- Self-motivated and capable of working with minimal supervision in a fast-paced, high-growth environment.
- Exceptional verbal and written communication skills, with an emphasis on training delivery, solution positioning, and business justification.
- Outstanding presentation and demonstration abilities.
- Willingness to travel to partner sites, events, and customer engagements as needed.
Benefits:
- Flexible PTO
- health insurance plans (medical, dental, vision)
- monthly stipend for phone and internet
- 401k
- flexible spending account
- home office stipend
- access to frontier AI models, including Claude
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