Channel Sales Engineer

🕒 May 23

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Zafran Security

WebsiteLinkedInAll Job Openings

11 - 50 employees

🔐 Security

🔒 Cybersecurity

🤝 B2B

Security • Cybersecurity • B2B

Zafran Security is a company that specializes in threat exposure management, offering a centralized platform that integrates with security tools to uncover, remediate, and mitigate exposure risks across hybrid environments. The platform provides features like exposure hunting, vulnerability prioritization and remediation, proactive exposure mitigation, and a risk-based vulnerability management approach. Trusted by Fortune 500 companies, Zafran aims to improve organizations' defense postures by continually analyzing and optimizing their security controls to protect against high-profile vulnerabilities and threat groups.

📋 Description

• 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.

🎯 Requirements

• 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.

🏖️ Benefits

• 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