Channel Solutions Engineer

Description

The company uses a privacy-conscious, AI-driven platform to help organizations protect their people and sites, with products covering video security, access control, air quality sensors, alarms, intercoms and visitor management.

The company has more than 30,000 customers, including over 100 Fortune 500 firms, a $5.8B valuation and more than $1 billion in annualized bookings. Investors include CapitalG, Sequoia Capital, General Catalyst, Felicis Ventures and Next47.

Over 2 million devices are deployed across 170+ countries. Examples include retailers using AI agents to deter theft, warehouses using AI alerts to check PPE use, and schools that get real-time threat alerts and lock down within seconds.

The team trains channel partners on the company's hybrid cloud approach to physical security. As a trusted technical advisor, you will drive partner enablement, joint architectures, partner services, platform adoption and integrations, combining technical depth, sales skill and business development.

Responsibilities

• Serve as the go-to expert on the full product line and explain its added value to reseller partners.
• Grow revenue from the top strategic partners by enabling their technical teams, building trust with their technical stakeholders, and keeping the company front of mind for their pre-sales engineers so they upsell and cross-sell more, winning share of wallet and mindshare.
• Own relationships with the technical pre-sales teams at the top partners.
• Work closely with channel sales managers so partner engineers and architects champion the company's products.
• Understand the industry, especially value-added services and service attachment across IT resellers, physical security integrators and installers.
• Build use-case, vertical and application strategies for top partners, and help partners and alliances include the company's technology in their go-to-market plans.
• Keep current on PhySec and IoT trends by speaking at industry and partner conferences and contributing thought leadership.
• Travel regularly, domestically and internationally as needed, for more than 50% of your time, to support business, customer, partner and team work.

Requirements

• Bring an entrepreneurial, energetic and upbeat outlook and a strong drive to learn.
• Have 6+ years as a Sales Engineer or Solution Architect, ideally in a channel-facing role.
• Hold a bachelor's degree in computer science, computer engineering, information technology, information and computer technology, networking or IT security from an accredited university, or have equivalent experience.
• Have experience in physical security, IoT systems, networking, video surveillance and access control.
• Have a solid grasp of IT infrastructure and network security basics.
• Understand channel sales and the partner ecosystem well.
• Have a proven record in an enterprise SE or channel SE role.
• Explain complex technical topics clearly and connect them to business goals.
• Have designed and launched programs internally and with partner organizations.
• Be self-driven and enthusiastic, with strong follow-up and follow-through.
• Communicate, present and organize well.
• Juggle multiple tasks, set priorities and adapt in a fast-moving setting.
• Industry certifications are a plus: AWS, CCNA, CCDA, CCNP, MCSE, CEH, Security+, A+, Network+, Microsoft Azure, CISSP and CSP.

Conditions

Travel is more than 50% of the time, domestic and international as needed, so frequent travel is expected.

You must be independently authorized to work in the U.S. The company cannot sponsor or take over sponsorship of an employment visa for this role at this time.

Estimated annual on-target earnings (OTE) for full-time employees are $160,000 - $210,000 USD, made up of base pay and commissions where applicable.

Starting pay depends on work location, skills, experience, market demand and internal parity.

The company is an equal opportunity employer.

Benefits

• Health plans: employee premiums 100% covered under at least one plan, and family premiums 80% covered under all plans.
• Medical, vision and dental plans with nationwide coverage.
• HSA with annual employer contributions and an FSA with tax savings.
• Mental health support, expanded.
• Paid parental leave and fertility benefits.
• Paid holidays, firmwide extended holidays, flexible PTO and personal sick time.
• Stipend for professional development.
• Wellness and fitness benefits.
• Healthy lunches provided daily.
• Commuter benefits.
• Sales incentives, discretionary bonuses and RSUs may be available depending on the role.