Channel Sales Engineer

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🕒 May 30

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Astrix Security

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2021

🔒 Cybersecurity

☁️ SaaS

💰 Series A on 2023-06

Cybersecurity • SaaS • Cloud Security

Astrix Security is a leading non-human identity security platform that specializes in managing and securing non-human identities (NHIs) across various environments, including cloud, SaaS, and on-premises systems. Their solutions include real-time discovery of NHIs, posture management, anomaly detection, and lifecycle management, enabling organizations to reduce risks associated with machine credentials, API keys, and service accounts. Astrix Security leverages advanced technology, including machine learning, to enhance security posture and automate remediation processes, making it an essential tool for businesses navigating the complexities of modern IT infrastructure.

📋 Description

• Serve as the technical owner for our strategic Channel Partners - the trusted advisor to their SE and architect teams. • Build deep, durable relationships with partner technical leadership so that Oasis Platform becomes a default recommendation in their NHI conversations. • Translate partner-field signal back into Product and Engineering to shape the roadmap. • Design the partner enablement playbook, including the training curriculum, certification path, and ongoing technical communications. • Stand up the co-sell motion: how partner SEs engage with Oasis Platform SEs, how opportunities are qualified, and how technical wins are repeated. • Define the POC model for partner-sourced deals and own its execution end-to-end. • Run technical POCs alongside partner teams - you are the technical owner of every partner-sourced POC, not a bystander. • Deliver tailored demos and technical presentations, handle complex objections, and validate the Oasis Platform's fit in customer environments. • Produce the technical collateral partners need to sell independently: architecture diagrams, integration guides, competitive positioning, and reference designs.

🎯 Requirements

• Extensive hands-on experience driving technical sales and partner enablement in the cybersecurity space. Must be able to demonstrate the ability to act as a strategic technical advisor to our partner ecosystem. • Track record working with Global Systems Integrators, VARs, or major MSPs - and the technical credibility to hold your own with partner architects at firms like Accenture, Deloitte, or equivalent. • Demonstrated zero-to-one experience - you've stood up a function, a program, or a partner motion before, not just executed an existing playbook. • Strong grasp of modern SaaS and cloud architectures. • Bachelor's degree in Computer Science, Engineering, or equivalent practical experience.

🏖️ Benefits

• Competitive compensation, performance bonuses, and equity. • Comprehensive health, dental, and vision insurance. • The chance to define the Channel SE function at the category-defining company in Non-Human Identity security. • A collaborative, high-ownership environment with significant influence on GTM strategy.