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Salary: USD 220,000 - 257,000 / annual
Censys is building the most comprehensive, accurate, and up-to-date map of the Internet through IP scanning, DNS lookups, web crawling, and certificate ingestion. The company delivers real-time Internet intelligence and actionable threat insights to global governments, over 50% of the Fortune 500, and leading threat intelligence providers worldwide.
The Channel Solutions Engineer serves as Censys's primary technical resource for channel partners within an assigned region, bridging the gap between complex cybersecurity solutions and partner success. This role combines hands-on pre-sales engineering with strategic partner enablement.
Key responsibilities include:
- Serve as the primary technical leader for channel partners within the assigned region
- Collaborate with focus partners to develop comprehensive business plans aligned to strategic objectives
- Provide technical pre-sales support including product presentations, demonstrations, and solution architecture design
- Identify opportunities for new partnerships and expand existing ones with sales peers
- Plan and deliver detailed technical training sessions ensuring partner proficiency in products, solutions, and integration processes
- Support channel partners with technical issues during and after implementation, acting as liaison to internal support teams
- Design and deliver customized solutions based on partner and customer needs
- Stay updated on product roadmaps, new technologies, and industry trends
- Lead development and deployment of channel enablement materials (certifications, technical guides, webinars)
- Collaborate with product management and development teams to provide feedback on improvements
- Maintain detailed records of partner interactions, sales pipeline, and technical support, reporting progress regularly
- Demonstrate willingness to use AI to amplify skills and strengthen work
- Travel within assigned region to support partners and attend events as necessary
Requirements:
- 5+ years of experience in Partner Solution Consulting, pre-sales engineering, or similar technical role in technology industry
- Skilled in at least one of: Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint, or SASE
- Prior experience working with channel partners required; strong understanding of channel sales models and experience with resellers, distributors, and other channel partners
- Previous experience selling, implementing, or managing SaaS offerings strongly preferred
- Experience in complex sales involving long sales processes with multiple buying centers and multi-product solutions preferred
- Prior experience architecting cybersecurity solutions that solve technical challenges and influence business initiatives preferred
- Experience influencing and gaining buy-in from key stakeholders in customer-facing or internal roles
- Excellent verbal and written communication skills with ability to present complex technical information to non-technical audiences
- Hands-on experience with product installations, configurations, and troubleshooting
- Ability to work independently and as part of cross-functional team, managing multiple projects in fast-paced environment
- Strong problem-solving skills and proactive attitude toward resolving issues
- Willingness to travel within assigned region
