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Tailscale is hiring a Senior Solutions Engineer focused on Channel Partners to drive technical success with resellers, MSPs, system integrators, and technology alliance partners. This senior individual-contributor role blends deep networking and security expertise with consultative selling, partner enablement, and influence on product and go-to-market strategy.
You will serve as the primary technical counterpart for Tailscale's channel motion, enabling partners to sell, deploy, and expand Tailscale successfully while co-selling complex deals alongside Account Executives and Partner/Channel Sales Managers. Key responsibilities include collaborating with Channel Account Managers to identify and close new and expansion opportunities; leading technical discovery, solution architecture, demos, and POCs for partner-sourced and co-sell deals in enterprise and mid-market environments; and serving as a trusted technical advisor to partners and end customers on zero-trust networking, secure connectivity, and identity integrations.
You will develop and deliver partner technical enablement including training programs, certification content, demo environments, solution blueprints, and reference architectures. You'll architect and guide complex multi-party deals, provide structured field feedback to Product and GTM teams, and build high-trust relationships with key technical stakeholders at strategic partners. The role requires cross-functional collaboration with Sales, Partner, Product, Customer Success, and Support teams to improve handoffs, technical win rates, and partner-sourced revenue.
Required qualifications: 6+ years in customer-facing Solutions Engineer, Sales Engineer, or Solutions Architect roles within networking, security, infrastructure, or related software; direct experience enabling or co-selling with MSPs, OEMs, VARs, system integrators, or technology alliance partners; proven track record of co-owning pipeline and influencing quota outcomes; deep understanding of zero-trust networking, secure remote access, and identity/access management integrations (SSO, SAML, OIDC, SCIM); strong networking fundamentals (TCP/IP, DNS, routing, firewalls, NAT traversal); hands-on architecture and deployment experience with at least two major cloud providers (AWS, GCP, Azure) and hybrid environments; excellent communication and executive presence; experience designing and delivering technical training; comfort in high-growth, fully distributed environments; and willingness to travel 15-25% for partner workshops, customer meetings, and conferences.
About Tailscale
AI / Data / Infrastructure; SaaS / Enterprise Software — secure networking platform built on WireGuard.
