Senior Solutions Engineer

Who you are

• This role is ideal for a senior SE who enjoys multiplying impact through partners while staying deeply technical and customer-obsessed
• 6+ years in a customer-facing Solutions Engineer, Sales Engineer, or Solutions Architect role within networking, security, infrastructure, or related software (prior experience supporting or selling through channel partners strongly preferred)
• Direct experience enabling or co-selling with MSPs, OEMs, VARs, system integrators, or technology alliance partners in the networking, security, or cloud infrastructure space
• Proven track record of co-owning pipeline and influencing quota outcomes in partnership with sales and/or channel teams
• Deep understanding of zero-trust networking principles, secure remote access/connectivity, and identity & access management integrations (SSO, SAML, OIDC, SCIM)
• Strong networking fundamentals and troubleshooting skills: TCP/IP, DNS, routing, firewalls, NAT traversal, and related concepts
• Hands-on architecture and deployment experience with at least two major cloud providers (AWS, GCP, Azure) and hybrid environments
• Excellent communication and executive presence: ability to translate complex technical concepts into clear business value for both technical and non-technical audiences (partners, end customers, and internal stakeholders)
• Experience designing and delivering technical training or enablement content
• Comfort operating in a high-growth, fully distributed environment with a high degree of autonomy and ownership
• Prior experience at a high-growth networking, security, or infrastructure SaaS company (WireGuard, VPN, SASE, ZTNA, PAM, or adjacent domains is a plus)
• Background working with regulated industries or compliance frameworks (SOC 2, HIPAA, PCI, etc.) in a pre-sales context
• Hands-on experience with scripting or automation (Python, Bash, Go, Terraform/HCL, K8s or similar) for demos, POCs, or partner tooling
• Familiarity with AI gateway, LLM access governance, or related emerging use cases
• Knowledge of the competitive landscape in zero-trust, SASE, and secure connectivity solutions
• Previous exposure to Tailscale, WireGuard, or similar mesh-networking technologies
• Experience building reusable solution architectures, partner playbooks, or technical certification programs
• Frequently cited statistics show that people who identify with historically marginalized groups are likely to apply to jobs only if they meet 100% of the qualifications. We encourage you to help us break that statistic!

What the job involves

• We are hiring a Senior Solutions Engineer focused on Channel Partners to drive technical success with resellers, MSPs, system integrators, and technology alliance partners
• You will act as the primary technical counterpart for our channel motion—enabling partners to sell, deploy, and expand Tailscale successfully while co-selling complex deals alongside Account Executives and Partner/Channel Sales Managers
• This is a senior individual-contributor role that blends deep networking/security expertise, consultative selling, partner enablement, and influence on product and go-to-market strategy
• You will co-own pipeline outcomes, lead sophisticated technical engagements, and build scalable resources that multiply the impact of our partner community
• You will help shape how Tailscale scales through the channel at a pivotal growth stage
• Collaborate with Channel Account Managers and AEs to identify, qualify, and close new and expansion opportunities through the channel
• Lead technical discovery, solution architecture, demos, and proofs-of-concept (POCs) for partner-sourced and co-sell deals, often involving multi-stakeholder enterprise or mid-market environments
• Serve as a trusted technical advisor to partners and their end customers on zero-trust networking, secure connectivity, identity integrations, and emerging use cases (including AI gateway / Aperture-related scenarios & PAM)
• Develop and deliver partner technical enablement: training programs, certification content, demo environments, solution blueprints, reference architectures, and battle cards that help partners win and deploy Tailscale independently
• Architect and guide complex multi-party deals (partner + customer + Tailscale), aligning technical requirements with business outcomes and navigating competitive landscapes
• Provide structured field feedback from partners and joint customers to Product, Engineering, and GTM teams to influence roadmap priorities and packaging
• Build and maintain high-trust relationships with key technical stakeholders at strategic partners; act as the escalation point for advanced architectural and integration questions
• Collaborate cross-functionally (Sales, Partner, Product, Customer Success, Support) to improve handoffs, technical win rates, and partner-sourced revenue
• Contribute to scalable SE processes, including reusable demo assets, partner-facing documentation, and best-practice playbooks

Benefits

• Flexible (and reasonable) working hours—work/life balance is exceptionally important to us
• Competitive compensation, stock options and 401(k) (for United States-based employees)
• Comprehensive medical/dental/vision benefits, and more
• 4 weeks of paid vacation (standard across the company) + 12 company holidays per year
• An allowance for equipment to help you personalize your workspace