Sales Engineer - Channel

Description

Island, the Enterprise Browser is the ideal enterprise workplace where work flows freely while remaining fundamentally secure. With the core needs of the enterprise naturally embedded in the browser itself, Island gives organizations complete control, visibility, and governance over the last mile, while delivering the same smooth user experience.This role is pivotal in bridging the gap between our technical solutions and our clients' needs, ensuring successful implementation and satisfaction.

Position Overview:

We are seeking a Channel Sales Engineer (SE) to drive technical engagement, enablement, and success across our partner ecosystem. This role bridges technical expertise and channel strategy, ensuring that partners are fully equipped to position, sell, and support our technology solutions. The Channel SE collaborates closely with Channel Account Managers (CAMs), partner SE teams, and technical resources to build deep relationships and accelerate joint sales opportunities.

Key Responsibilities

Partner and CAM Enablement

• Support CAMs through joint partner engagement activities after foundational sales work is completed.
• Maintain regular communication with CAMs on all partner-facing technical interactions.
• Conduct quarterly follow-ups with CAMs post-partner training completion.
• Lead or assist with account mapping, opportunity qualification, and partner technical development.

Technical Enablement and Support

• Provide monthly technical updates to partner SEs including:
• Product releases and solution updates
• Customer testimonials and use cases
• Engineering blogs and resources
• Upcoming training or certification opportunities
• Deliver on-site and virtual enablement sessions (e.g., webinars, lunch & learns, and demo labs).
• Support partners with technical deep dives and demo environments.

Formal Partner Enablement Process

• Lead quarterly roadshows with a structured format:
• Demo presentations
• Lunch and learn sessions
• On-site labs and customer engagements
• Ensure partner attendance and participation tracking during training events.
• Prepare enablement materials and pre-work for certification classes.

Technical Resource Collaboration

• Drive technical relationships within partner organizations.
• Conduct one-on-one technical sessions and build rapport with partner engineers.
• Coordinate with third-party vendors for joint demos, labs, or co-marketing events.

Competitive Intelligence and Market Positioning

• Research competitor products and replacement opportunities.
• Build “better together” solution integrations with strategic technology partners.
• Track partner deal metrics including conversion rates, deal cycle times, and opportunity size.
• Participate in key cybersecurity or industry events to stay up-to-date on trends and competitor moves.
• Serve as an extension of the CAM team, providing technical credibility in partner sales cycles.

Qualifications

• 5+ years of experience in technical pre-sales, partner enablement, or channel sales engineering.
• Strong understanding of SaaS, cybersecurity, and enterprise networking solutions.
• Excellent presentation and communication skills, both written and verbal.
• Comfortable working cross-functionally with sales, marketing, and product teams.
• Ability to travel up to 50% for partner events, trainings, and conferences.