Enterprise Sales Engineer
Sophos
CloudCyber SecurityLinux
Channel Sales Engineer, API Security
Wallarm. API & App Security Integrated
full-time
Posted on:
Location Type: Remote
Location: Remote • California, Texas • 🇺🇸 United States
Visit company websiteJob Level
Mid-LevelSenior
Tech Stack
AWSAzureCloudFirewallsGoogle Cloud PlatformKubernetes
About the role
- As a Channel Sales Engineer, you will be the technical cornerstone of our partner ecosystem.
- Work directly with our channel partners — VARs, MSSPs, and distributors — to help them understand, demonstrate, and deploy our API security solutions effectively.
- Responsible for designing and implementing scalable enablement programs that turn new partners into self-sufficient technical advocates.
- Design, build, and execute technical training programs for channel partners.
- Create enablement assets such as labs, certification paths, demo environments, and best practice guides.
- Conduct live and virtual training sessions to onboard and certify partner teams.
- Support partners in discovery, proof-of-concept, and technical validation processes with end customers.
- Deliver product demos, architecture workshops, and API security assessments alongside partner teams.
- Act as a trusted advisor on how our platform integrates into complex enterprise security ecosystems.
- Collaborate with Channel Sales Managers to identify and activate new partners.
- Track and report on partner enablement KPIs, adoption rates, and certification progress.
Requirements
- 5+ years of experience as a Sales Engineer or Solutions Architect, including 2+ years in a channel-focused SE role (supporting MSSPs, VARs, or distributors).
- Strong understanding of API security, web application firewalls (WAFs), AppSec, or network security technologies.
- Proven experience building enablement programs from zero — creating training content, labs, and certification frameworks.
- Startup experience — comfortable wearing multiple hats, working cross-functionally, and iterating quickly in a fast-moving environment.
- Excellent presentation and communication skills; able to simplify complex technical concepts.
- Hands-on familiarity with cloud environments (AWS, GCP, Azure) and API tools (Postman, Swagger, Burp, etc.) preferred.
- Willingness to travel (~25%) for partner visits, events, and enablement sessions.
- Nice to have: Experience with DevSecOps, API gateways, or CI/CD integrations. Background in security channel programs or partner-led go-to-market motions. Technical certifications (e.g., AWS, Kubernetes, or security-related credentials) a plus.
Benefits
- Remote work and flexible working hours.
- Competitive salary and bonuses.
- Paid days off and medical insurance.
- Working equipment.
- Professional development and career growth opportunities.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
API securityweb application firewallsAppSecnetwork securityenablement programstraining content creationDevSecOpsAPI gatewaysCI/CD integrationscloud environments
Soft skills
presentation skillscommunication skillssimplifying complex conceptscross-functional collaborationadaptabilityproblem-solvingtechnical advocacypartner engagementtraining facilitationKPI tracking
Certifications
AWS certificationKubernetes certificationsecurity-related credentials
