Solutions Engineer (Channel)

• The Channel Solutions Engineer serves as Censys’s primary technical resource for channel partners within an assigned region, bridging the gap between complex cybersecurity solutions and partner success
• This role combines hands-on pre-sales engineering with strategic partner enablement which includes designing and delivering product demonstrations, designing solution architectures, and creating & leading technical training to help resellers and distributors confidently sell and implement Censys’s Internet intelligence platform
• Acting as a trusted technical advisor and liaison to internal support teams, the Channel Solutions Engineer drives partner growth by translating technical capabilities into business value, while feeding real-world partner and customer insights back into product strategy
• Serve as the primary technical leader for channel partners within the assigned region
• Collaborate with focus partners in the territory to develop comprehensive business plans that align to strategic objectives
• Provide technical pre-sales support to partners, including product presentations, demonstrations and solution architecture design
• Collaborate with your sales peers to identify opportunities for new partnerships and expand existing ones
• Plan and drive detailed technical training sessions for partners, ensuring they are proficient in the company’s products, solutions, and integration processes
• Support channel partners with technical issues during and after product implementation, acting as a liaison between them and the company’s technical support teams
• Applies Business and Technical Acumen to design and deliver customized solutions based on partner and customer needs, ensuring alignment with company standards and best practices
• Stay updated on product roadmaps, new technologies, and industry trends to better assist partners in growing their business
• Lead in the development and deployment of channel enablement materials, such as certifications, technical guides, manuals, and webinars
• Collaborate with the product management and development teams to provide feedback on product improvements based on partner and customer feedback
• Drives results by maintaining detailed records of partner interactions, sales pipeline, and technical support provided, reporting progress to management regularly
• Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact
• Other duties as assigned

Benefits

• Remote Work Opportunities
• Health & Wellness Benefits
• 401K
• Family Medical Leave
• Maternity & Paternity Leave
• PTO, Sick Days, Bereavement Leave
• Employee Assistance Program
• Learning & Development- Willingness to travel within the assigned region to support partners and attend events as necessary
• Experience influencing and gaining buy-in from key stakeholders, either in a customer-facing or internal role
• Experience in complex sales involving long sales processes with multiple buying centers and multi-product solutions is preferred
• 5+ years of experience in Partner Solution Consulting, pre-sales engineering, or a similar technical role within the technology industry
• Strong problem-solving skills and a proactive attitude towards resolving issues
• Hands-on experience with product installations, configurations, and troubleshooting
• Prior experience working with channel is required. Strong understanding of channel sales models and experience working with resellers, distributors, and other channel partners
• Ability to work independently and as part of a cross-functional team, managing multiple projects in a fast-paced environment
• Proven track record of influencing key stakeholders and gaining buy-in for technical solutions
• Skilled in at least one of the following Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint or SASE
• Previous experience selling, implementing, or managing SaaS offerings is strongly preferred
• Prior experience architecting cybersecurity solutions that solve technical challenges and influence business initiatives is preferred
• Excellent communication skills, both verbal and written, with the ability to present complex technical information to non-technical audiences