Channel Sales Engineer

Summary

The Channel Sales Engineer is responsible for supporting the North American Channel Sales team and partners with field-related activities in both new and existing opportunities, as well as developing Channel Partner platform and product capabilities.

The Channel Sales Engineer will work closely with Channel Account Managers, National Channel Account Managers, and key partners within a region. The primary objective is to convey the value of products in relation to the partner’s current and future solution offerings and Go-To-Market strategy. Alongside Channel Sales, the aim is to build strong competency and relationships with strategic partners, while ensuring that Channel metrics and goals are consistently met or exceeded.

Responsibilities:

• Understand partner business needs and offerings and integrate solutions into the partners’ portfolio of products and service offerings.
• Create and deliver compelling presentations and demos that clearly communicate the value of products.
• Provide technical expertise, coaching and support to channel partners, ensuring they can effectively promote and sell products through discovery & qualification, competitive differentiation, and upselling.
• Work proactively to increase adoption within a Partner’s ecosystem and develop relationships with Partner technical resources from individual contributors to executive leaders.
• Articulate the importance of Data Governance, Data Loss Prevention, Ransomware, Compliance and evangelize as the leader in these markets to partner resources of all levels.
• Manage all technical and product aspects of RFP/RFI responses with partners.
• Communicate channel partner client needs to the product teams for future enhancements.
• Monitor partner performance and identify areas for improvement or growth opportunities.
• Collaborate with internal cross-functional teams to ensure smooth delivery and customer satisfaction.
• Contribute to the development of channel partner strategies and programs.

Qualifications:

• Bachelor’s degree in Computer Science, Engineering, Information Technology, or a related field.
• Minimum of 5 years of experience in a sales engineering or technical pre-sales role.
• Experience in a channel partner facing or customer facing role preferred.
• Ability to discuss technical concepts to all audiences, ranging from non-technical to executive level technical decision makers.
• A proven track record in solution selling and technical pre-sales roles.
• Adept at building strong, long-lasting relationships with senior executives within partner and customer organizations.
• Excellent communication and presentation skills.
• Willing to travel to meet with partners on a regular basis.