Senior Solutions Engineer – Partners
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Job Description
Senior Solutions Engineer helping channel partners sell and deploy Tailscale’s secure networking software. Leading technical discovery, architecture, enablement, and co-selling for complex partner deals.
Responsibilities:
- Collaborate with Channel Account Managers and Account Executives to identify, qualify, and close new and expansion opportunities through the channel
- 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 programs, certification content, demo environments, solution blueprints, reference architectures, and battle cards
- Architect and guide complex partner-customer-Tailscale deals, aligning technical requirements with business outcomes
- Provide field feedback from partners and joint customers to Product, Engineering, and go-to-market teams
- Build relationships with technical stakeholders at strategic partners and handle advanced architecture and integration escalations
- Collaborate with Sales, Partner, Product, Customer Success, and Support teams to improve handoffs, technical win rates, and partner-sourced revenue
- Contribute reusable demo assets, partner-facing documentation, and best-practice playbooks
Requirements:
- 6+ years of experience in a customer-facing Solutions Engineer, Sales Engineer, or Solutions Architect role in networking, security, infrastructure, or related software
- Direct experience enabling or co-selling with MSPs, OEMs, VARs, system integrators, or technology alliance partners
- Proven track record of co-owning pipeline and influencing quota outcomes with sales or channel teams
- Deep understanding of zero-trust networking, secure remote access/connectivity, and identity and access management 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% for partner workshops, customer meetings, conferences, and internal collaboration
- Nice-to-have: experience with networking/security/infrastructure SaaS, regulated industries or compliance frameworks, Python/Bash/Go/Terraform/HCL/Kubernetes, AI gateway or LLM access governance, zero-trust/SASE/secure connectivity competition, Tailscale/WireGuard/mesh networking, and reusable solution architectures or partner certification programs
Benefits:
- Equity incentive plan
- Variable commission for quota-based roles
- Health, vision, and dental coverage with no waiting period for employees and families
- Remote-first flexible work environment
- Corporate co-working program
- Employer-funded retirement contributions matching employee contributions dollar-for-dollar, up to 0.75% of eligible compensation annually
- 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, with choice of 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
- Inclusive and accessible hiring process with accommodations available
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