is looking for a hands-on Channel Sales Engineer to join our growing commercial sales team. You will be the technical engine behind our channel program, enabling engineers at MSSPs, MSPs, RPOs, and C3PAOs to sell, scope, and deploy on their own. You will work alongside the Channel Account Manager and report to the VP of Commercial Sales.

Most of the 100,000+ companies in the Defense Industrial Base buy security through the partner that runs their IT, and those partners only sell what their own engineers trust. is proven at scale, with more than 95,000 Department of War users and IL5, FedRAMP High, NIAP Common Criteria, NSA CSfC, CMMC 2.0 Level 2, and SOC 2 Type II. The channel program is new, and the person in this seat builds its technical foundation. Success is measured by partner-sourced pipeline, technical win rate, and partners who can run a deal without you.

Responsibilities

• Build the partner technical certification path with the Channel Account Manager
• Enable partner engineers to demo, scope, and deploy without us in the room, taking every new partner from signature to first deployment
• Maintain reference architectures, deployment guides, and partner lab environments
• Equip partner sellers and compliance leads to defend the CMMC scope reduction argument
• Understand the why first: why the partner’s or client’s current setup isn’t enough, why now, why , and why not the status quo
• Lead discovery, demos, and proof-of-value engagements on partner-led deals against agreed success criteria
• Use MEDDPICC to validate technical decision criteria, build technical champions, and flag unqualified deals early
• Scope deployments across identity, multi-tenant design, app delivery, licensing, and the assessment boundary
• Answer security questionnaires, RFIs, and shared responsibility requests
• Help partners package into managed service offerings with multi-tenant administration and RMM, PSA, and SIEM integrations
• Bring partner and field requirements to Product and Engineering
• Support channel campaigns, webinars, and events, including CMMC CON
• Over time, help stand up the technical foundation for a broader security reseller and solution provider channel

Qualifications

• 3–5 years as a sales engineer, solutions engineer, or solutions architect at a SaaS cybersecurity vendor, MSP, or MSSP
• A track record supporting cybersecurity sales, with measurable technical win rates
• Hands-on experience enabling MSP or MSSP partners, including building your own certification and enablement content
• CMMC 2.0 and NIST SP 800-171 depth. Be ready to scope an assessment boundary and defend scope reduction in the interview
• Endpoint security architecture expertise across mobile, identity, and data protection
• MEDDPICC fluency and strong Salesforce hygiene
• Location: Remote, United States, with travel up to 40 percent to partner sites and industry events

Who You Are

• Speed: You move with urgency and get things done today, not next week
• Focus: You spend your time on the partners and deals that will actually move
• Extreme ownership: Partner readiness and technical wins are yours. No excuses
• Accountability: You do what you say, when you say. You flag slips early
• Coachability: You ask for feedback, act on it, and get better
• Humility: You know what you don’t know, and you say so
• Creativity: You find new ways to make partner engineers self-sufficient

Preferred Attributes

• Technical credibility: The bar is high. You need credibility with a partner’s lead engineer and compliance lead, on your own
• CMMC and 800-171: CUI vs. FCI, the 5 asset categories, how an unmanaged device moves from CUI Asset to out of scope, the External Service Provider question, FedRAMP Moderate equivalency under DFARS 7012, and SPRS scoring
• Microsoft 365 GCC High: Commercial vs. GCC vs. GCC High, enclave vs. full-tenant migration, and where shrinks the GCC High footprint
• Endpoint and mobile security: MDM, UEM, MAM, mobile threat defense, EDR, enterprise browser, VDI, and DaaS. You know where the data rests in each
• Identity and networking: SSO, SAML, SCIM, conditional access, Entra ID, Okta, derived credentials for CAC and PIV, and cloud networking in AWS and Azure
• Prior time 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

About Us

Compensation: $200,000 – $225,000 on-target earnings, split 80/20 between base salary and variable compensation ($160,000 – $180,000 base salary, commensurate with experience), plus equity. Targets are based on partner-sourced channel bookings, partner technical certifications, and technical win rate.