Channel Sales Engineer

🕒 Maio 23

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Zafran Security

SiteLinkedInTodas as Vagas

11 - 50 funcionários

🔐 Segurança

🔒 Cibersegurança

🤝 B2B

Security • Cybersecurity • B2B

A Zafran Security é uma empresa especializada em gerenciamento de exposição a ameaças, oferecendo uma plataforma centralizada que integra com ferramentas de segurança para descobrir, remediar e mitigar riscos de exposição em ambientes híbridos. A plataforma oferece recursos como caça de exposições, priorização e remediação de vulnerabilidades, mitigação proativa de exposições e uma abordagem de gerenciamento de vulnerabilidades baseada em riscos. Confiada por empresas da Fortune 500, a Zafran tem como objetivo melhorar as posturas de defesa das organizações, analisando e otimizando continuamente seus controles de segurança para proteger contra vulnerabilidades de destaque e grupos de ameaça.

Descrição

• Build and deliver the technical enablement curriculum for Zafran's channel partners, including resellers, MSSPs, MDR providers, and GSIs - from intro sessions through deep-dive certifications. • Run hands-on workshops, bootcamps, and lab environments that turn partner SEs and consultants into self-sufficient Zafran experts. • Develop and maintain partner-facing technical content: demo scripts, battle cards, competitive positioning, POV playbooks, and reference architectures. • Drive partner technical certification programs and measure partner readiness across pre-sales, deployment, and services skills. • Partner with channel account managers and partner sellers to support joint opportunities - leading or assisting with discovery, demos, POVs, and technical objection handling. • Coach partner SEs on Zafran's technical sales motion so they can independently run their own deals over time. • Engage directly with end-customer technical buyers alongside partners, including security architects, vulnerability management leaders, and CISOs. • Support strategic RFPs and RFIs sourced through the channel with differentiated technical input. • Work with MSSP and MDR partners to design Zafran-powered service offerings, helping them operationalize the platform for multi-tenant delivery. • Partner with GSIs and services partners to build repeatable Zafran deployment, integration, and remediation services packages. • Advise partners on operational best practices: tenant onboarding, integration design, workflow automation, and customer reporting. • Serve as the escalation point for partner technical questions during service design and early delivery. • Serve as the technical bridge between partners and Zafran's product, engineering, and customer success teams - surfacing partner and field feedback that influences roadmap priorities. • Collaborate closely with the field SE team to ensure consistent technical messaging between direct and partner motions. • Contribute to partner program design, tiering criteria, and technical requirements alongside the Channel leadership team. • Represent Zafran at partner summits, QBRs, joint marketing events, and industry conferences through demos, presentations, and on-stage sessions. • Stay current on threat intelligence, cybersecurity trends, and the evolving CTEM market to advise partners with credibility. • Evangelize Zafran's value proposition inside partner organizations to build internal champions across their sales, SE, and services teams.

🎯 Requisitos

• Minimum of 5 years' experience in a pre-sales, sales engineering, or partner SE role within cybersecurity. • Demonstrated experience working with channel partners - resellers, MSSPs, MDR providers, GSIs, or services partners - in an enablement or co-selling capacity. • Deep understanding of security industry trends, products, and solutions, including vulnerability management, risk management, endpoint security, and compliance requirements. • Strong training and facilitation skills, with a track record of delivering technical enablement to diverse audiences. • Proven ability to work effectively both independently and as a collaborative team member across sales, channel, product, and services functions. • Strategic approach to technical selling, with a strong grasp of partner economics and how partners build profitable security practices. • Self-motivated and capable of working with minimal supervision in a fast-paced, high-growth environment. • Exceptional verbal and written communication skills, with an emphasis on training delivery, solution positioning, and business justification. • Outstanding presentation and demonstration abilities. • Willingness to travel to partner sites, events, and customer engagements as needed.

🏖️ Benefícios

• Flexible PTO • health insurance plans (medical, dental, vision) • monthly stipend for phone and internet • 401k • flexible spending account • home office stipend • access to frontier AI models, including Claude