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Salary: USD 260,000 - 295,000 / annual
WitnessAI is a unified AI security and governance platform that provides network-level visibility into enterprise AI activity, including employee and autonomous agent interactions. The company enables intelligent security policies that stop novel threats like prompt injection while maintaining productivity.
As Senior Channel Sales Engineer, you are the technical leader for WitnessAI's partner ecosystem, responsible for enabling resellers, distributors, MSSPs, and system integrators to sell and deploy the platform effectively. This is a hands-on role where you set standards for partner demos and proofs of concept, and join deals when strategic impact is needed.
Key responsibilities include:
- Training partner sales engineers and architects on the WitnessAI platform, AI security market positioning, and competitive differentiation. Run onboarding, certification, and refresher sessions.
- Support partner-led deals by joining calls and customer meetings to run demos, answer technical questions, scope requirements, and coach partners to independently run subsequent deals.
- Define and execute proofs of concept, including deployment planning, success criteria definition, troubleshooting, and driving clear customer decisions.
- Build partner technical assets such as reference architectures, demo environments, deployment guides, battlecards, and talk tracks.
- Collaborate with Channel Sales and Marketing on joint campaigns, workshops, and events to identify AI security use cases within partner customer bases.
- Handle technical questionnaires, architecture reviews, and RFP responses from partners and customers.
- Gather and communicate partner and customer feedback to Product and Engineering, flagging integration gaps, competitive losses, and feature requests.
- Represent WitnessAI at partner events, conferences, and customer briefings.
Requirements:
- 7+ years in pre-sales, sales engineering, or technical consulting, with at least 3 years supporting channel or partner sales
- Working understanding of network security, cloud infrastructure, identity, and data security; familiarity with AI/ML or generative AI use cases is a strong plus
- Proven track record enabling partners to sell and deploy technical products and closing six- and seven-figure deals through channel
- Hands-on experience running demos and POCs end-to-end, including deployment and troubleshooting
- Experience working with resellers, distributors, MSSPs, or global system integrators
- Clear communication skills; ability to explain complex architecture to engineers and CISOs
- Willingness to travel for partner and customer meetings and events
Nice to have:
- Background at a cybersecurity vendor (SASE, secure web gateway, CASB, DLP, zero trust)
- Experience building partner enablement or certification programs from scratch
- Existing relationships with security-focused VARs, MSSPs, or distributors
- Experience with partner portals, deal registration tools, and CRM tools like Salesforce
- Security or cloud certifications (CISSP, AWS, Azure, GCP)
- Prior startup experience building processes from the ground up
