Channel Sales Engineer (Cybersecurity)

Location: Remote, United States; travel up to 40% to partner sites and industry events.

Base salary: $160,000–$180,000 annually; on-target earnings: $200,000–$225,000, split 80/20 between base and variable compensation, plus equity.

Company

High-growth cybersecurity SaaS company providing a virtual workspace platform that enables secure access to enterprise applications and data from mobile devices without storing data on the endpoint.

What you will do

• Build the partner technical certification path and take each new partner from contract signature through first deployment.
• Enable MSP, MSSP, RPO, and C3PAO engineers to demo, scope, deploy, and operate the platform independently.
• Maintain reference architectures, deployment guides, partner lab environments, and technical enablement content.
• Lead discovery, demos, and proof-of-value engagements using agreed success criteria and MEDDPICC.
• Scope deployments across identity, multi-tenant design, application delivery, licensing, and assessment boundaries; answer security questionnaires, RFIs, and shared responsibility requests.
• Help partners package the platform into managed services with multi-tenant administration and RMM, PSA, and SIEM integrations, while bringing partner requirements to Product and Engineering.

Requirements

• 3–5 years of experience as a sales engineer, solutions engineer, or solutions architect at a SaaS cybersecurity vendor, MSP, or MSSP.
• Track record supporting cybersecurity sales with measurable technical win rates.
• Hands-on experience enabling MSP or MSSP partners, including building certification and enablement content.
• Depth in CMMC 2.0 and NIST SP 800-171, including scoping an assessment boundary and defending scope reduction.
• Endpoint security architecture expertise across mobile, identity, and data protection.
• Fluency in MEDDPICC and strong Salesforce hygiene.
• Ability to travel up to 40% to partner sites and industry events.
• Urgency, focus, extreme ownership, accountability, coachability, humility, and creativity in making partner engineers self-sufficient.

Nice to have

• Technical credibility with partner lead engineers and compliance leads.
• Knowledge of CMMC and 800-171 topics including CUI versus FCI, the five asset categories, unmanaged-device scope reduction, External Service Provider requirements, FedRAMP Moderate equivalency under DFARS 7012, and SPRS scoring.
• Experience with Microsoft 365 GCC High, including commercial versus GCC versus GCC High environments, enclave and full-tenant migration, and reducing the GCC High footprint.
• Knowledge of endpoint and mobile security technologies including MDM, UEM, MAM, mobile threat defense, EDR, enterprise browsers, VDI, and DaaS.
• Knowledge of identity and networking technologies including SSO, SAML, SCIM, conditional access, Entra ID, Okta, derived credentials for CAC and PIV, and AWS and Azure cloud networking.
• Prior experience at an MSP, MSSP, RPO, or C3PAO serving defense contractors.
• CMMC CCP or CCA, CISSP, Security+, or Microsoft security certifications.
• Experience in an early-stage channel program, military service, or Department of War civilian experience.

Culture & Benefits

• Full-time employment with medical, dental, and vision insurance.
• Parental leave, life insurance, and disability benefits.
• 401(k) plan with employer matching contributions vesting from the first day.
• Performance bonus primarily contingent on company-wide performance, plus equity.
• Investment in tools and skills to support collaboration, professional development, and people management.
• Inclusive workplace with reasonable accommodations available during the application and hiring process.