Senior Solutions Engineer – Partners
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Job Description
Senior Solutions Engineer enabling channel partners for Tailscale, which securely interconnects people and devices. Leading technical discovery, co-selling, architecture, demos, and partner enablement for secure networking solutions.
Responsibilities:
- Collaborate with Channel Account Managers and Account Executives to identify, qualify, and close channel opportunities
- Lead technical discovery, solution architecture, demos, and proofs-of-concept for partner-sourced and co-sell deals
- Advise partners and end customers on zero-trust networking, secure connectivity, identity integrations, AI gateway/Aperture scenarios, and PAM
- Develop and deliver partner technical enablement, including training, certification content, demo environments, solution blueprints, reference architectures, and battle cards
- Architect and guide complex partner-customer-Tailscale deals
- Provide field feedback to Product, Engineering, and go-to-market teams to influence roadmap and packaging
- Build relationships with strategic partners and serve as escalation point for advanced architecture and integration questions
- Collaborate with Sales, Partner, Product, Customer Success, and Support teams to improve handoffs, technical win rates, and partner-sourced revenue
- Contribute reusable demos, partner documentation, and best-practice playbooks
Requirements:
- 6+ years of customer-facing Solutions Engineer, Sales Engineer, or Solutions Architect experience in networking, security, infrastructure, or related software
- Experience enabling or co-selling with MSPs, OEMs, VARs, system integrators, or technology alliance partners
- Proven track record co-owning pipeline and influencing quota outcomes with sales or channel teams
- Deep understanding of zero-trust networking, secure remote access/connectivity, and IAM integrations including SSO, SAML, OIDC, and SCIM
- Strong networking fundamentals and troubleshooting skills, including TCP/IP, DNS, routing, firewalls, and NAT traversal
- Hands-on architecture and deployment experience with at least two major cloud providers among AWS, GCP, and Azure, plus hybrid environments
- Ability to translate complex technical concepts into business value for technical and non-technical audiences
- Experience designing and delivering technical training or enablement content
- Ability to work autonomously in a high-growth, fully distributed environment
- Willingness to travel approximately 15–25%
- Nice-to-have: high-growth networking/security/infrastructure SaaS experience
- Nice-to-have: regulated-industry or compliance-framework experience such as SOC 2, HIPAA, or PCI
- Nice-to-have: scripting or automation with Python, Bash, Go, Terraform/HCL, or Kubernetes
- Nice-to-have: AI gateway or LLM access governance familiarity
- Nice-to-have: zero-trust, SASE, and secure connectivity competitive knowledge
- Nice-to-have: Tailscale, WireGuard, or mesh-networking experience
- Nice-to-have: reusable solution architecture, partner playbook, or technical certification program experience
Benefits:
- Equity incentive plan
- Variable commission for quota-based roles
- Comprehensive group benefits with no waiting period, including health, vision, and dental coverage for employees and families
- Flexible remote work environment
- Virtual and in-person social events
- Corporate co-working program
- Employer-funded retirement contributions matching employee contributions dollar-for-dollar, up to 0.75% of eligible compensation
- Annual company retreat and team off-sites
- $1500 USD annually for professional development
- Mentorship, coaching, and internal promotion opportunities
- Flexible paid time off program
- Company-owned laptop (Mac or PC)
- Monthly home internet reimbursement
- $500 USD home office/workstation customization allowance
- Paid parental leave top-ups: 20 weeks for birthing parents and 16 weeks for non-birthing parents
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