Sales Engineer, Channel

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1Password

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2009

🔒 Cybersecurity

☁️ SaaS

⚡ Productivity

💰 $620M Series C on 2022-01

Cybersecurity • SaaS • Productivity

1Password is a leading password management and cybersecurity company that offers solutions for both individual and business customers to securely store and manage passwords, secrets, and sensitive information. With features like extended access management (XAM), 1Password empowers users to manage access to every application and web account, ensuring security across all devices with alerts for possible breaches. Trusted by over 150,000 businesses, 1Password provides comprehensive security solutions that enhance productivity by enabling easy and secure sharing of credentials and managing permissions, while maintaining high visibility and control. Their services cater to enterprises and families, providing protection from bad actors in today's SaaS-centric hybrid work environment.

📋 Description

• Serve as the primary technical point of contact and dedicated Solutions Engineering resource for 1Password's Partner and Channel team. • Proactively scope technical solutions to address partner and customer requirements, assess met and unmet needs, and recommend the most effective approaches. • Co-sell alongside partners and internal sales teams, sharing technical expertise and best practices to accelerate deal progression and increase deal size. • Design and deliver technical enablement sessions for 1Password's Partnerships team and key partner contacts, building long-term capability across the ecosystem. • Act as the voice of the customer and partner, gathering and sharing feedback and best practices that inform GTM strategy and product direction. • Collaborate with partners to understand their business priorities, buying criteria, and timelines, aligning 1Password's solutions to their strategic goals. • Work closely with the Partner team to understand partner roadmaps and objectives, ensuring technical alignment with critical business milestones. • Collaborate with Product and Support teams on technical solutions proposed throughout the sales process, and proactively flag technical risks or blockers that could impact deal progression or partner confidence. • Prepare and respond to partner RFIs, RFPs, and RFQs, producing high-quality, tailored responses.

🎯 Requirements

• 5+ years of experience in customer-facing and partner-facing roles within a B2B SaaS environment. • Ability to translate complex technical concepts into clear, compelling narratives for both technical and non-technical audiences. • Proven ability to deliver engaging, high-impact presentations and product demonstrations to partner stakeholders at all levels, including C-suite. • Ability to articulate how 1Password's go-to-market strategy and product portfolio complement and amplify partner solutions, clearly demonstrating how our sales plays and co-sell programmes create net-new revenue opportunities within joint accounts. • Experience in designing and delivering technical enablement sessions to upskill partner sales and technical teams on product positioning, demos, and competitive differentiation. • Familiarity with channel partner business models, including VAR, MSP, distributor, and ISV structures, with an understanding of margin, deal registration, and incentive programmes. • Proven ability to lead structured technical discovery conversations with partner teams and end customers to surface unmet needs and align solution fit. • Experience in collaborating with enablement to produce technical collateral for partner audiences, including solution briefs, integration guides, and demo scripts. • Strong level of autonomy with the ability to drive projects with limited guidance. • Comfortable managing multiple partner engagements simultaneously, prioritising effectively in a fast-paced, high-growth environment. • Familiarity with the acronyms SCIM, AD, CLI, SSO, MSP, and SaaS, and comfort navigating technical conversations in identity and access management contexts. • Experience working in the security industry is a strong asset. • Familiarity with relevant compliance frameworks (e.g., SOC 2, ISO 27001, GDPR, DORA, NIST, EU AI Regulation) is strongly preferred. • Experience in, or strong familiarity with, the security and identity space, including credential management, privileged access, or secrets management. Prior exposure to tools such as HashiCorp Vault, CyberArk, BeyondTrust, Delinea, or similar PAM and secrets platforms is a significant advantage. • Willingness and ability to travel regularly for partner events, enablement sessions, and field engagement across the region.

🏖️ Benefits

• Health • Dental • Pension • Paid time off • Equity grant • Participation in incentive programs