Channel Sales Engineer

AMER- Remote Sales Engineering
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OPSWAT is a global cyber security company providing solutions for enterprises since 2002 to identify, detect, and remediate advanced security threats from data and devices coming into and out their networks. Trusted by over 1,000 organizations worldwide and with over 30 anti-malware engines, 100+ data sanitization engines and more than 25 technology integration partners, OPSWAT is a pioneer and leader in data sanitization, vulnerability detection, multi-scanning, device compliance, and cloud access control. 

OPSWAT. Trust no file. Trust no device.

The Position:

The Channel Sales Engineer will be the primary technical sales resource for our regional sales team and will assist in identifying customer challenges and driving technical alignment between customer needs and the OPSWAT solutions. You will serve as a technical liaison for our channel partners, resellers, and systems integrations in your territory.   You will train the partner technical sales team by demonstrating our solution as well as promoting our vision and better-together approach. You will be a trusted point of contact for our partners and their customers while advancing the sales process.

At the same time, you will be a liaison to the development and engineering teams to drive the direction of the product. The ideal candidate will have previous work experience as a member of a corporate sales team and a career track record of supporting large and complex enterprise sales.

We are interested in candidates based in the Eastern and Central region of the US with English as a primary or strong secondary language.

What You Will Be Doing:

  • Work with the OPSWAT sales and channel team as well as partners to drive Enterprise business 
  • Manage partners technical pre-sales competency and commitment level
  • Coaching, training, and monitoring partners technical pre-sales performance
  • Assist OPSWAT Channel Partners with demand generation events
  • Co-present at industry conferences and seminars
  • Track OPSWAT Academy of partner technical teams
  • Keeping up with OPSWAT Academy certifications and OPSWAT Channel webinars
  • Help Partners be self-sufficient and establish their own OPSWAT solutions labs
  • Support partner-led proof of concepts, implementations and installs as needed to successfully satisfy customer requirements

What We Need from You:

  • 3+ years of cybersecurity or networking software sales engineering or technical sales experience 
  • Excellent track record in conducting technical training.
  • Strong organizational, presentation and application demo skills 
  • Comfortable leading discussions within the cybersecurity domain to all customer levels (CISO to IT administrator)
  • Previous channel partner or reseller interaction either as a vendor or a Value Added Reseller
  • Experience installing and troubleshooting enterprise applications in Windows and Linux environments
  • A self-motivator who thrives on identifying and resolving partners pain points.
  • Ability to hold strategy meetings and give our channel partners direction on markets and use cases

It Would Be Nice If You Had:

  • Experience in enterprise software or networking solutions, ideally within the network or device security space
  • Knowledge of Cyber security software products and markets. For example: EDR, XDR, CASB, ZTA, Sandbox, etc.
  • A technical understanding of APIs
  • Experience with containerization and cloud service applications

OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.