Channel Sales Engineer, API Security

October 15

🏄 California – Remote

Although this job is listed in California, this company may be open to hiring remote in other states.

🤠 Texas – Remote

Although this job is listed in Texas, this company may be open to hiring remote in other states.

⏰ Full Time

🟡 Mid-level

🟠 Senior

💸 Sales Engineer

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Wallarm. API & App Security Integrated

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API • Security • SaaS

Wallarm is a comprehensive security platform focused on providing advanced API and application security. It offers a range of products designed to protect APIs from abuse, manage API attack surfaces, and prevent credential stuffing. The platform supports cloud-native environments and integrates seamlessly with cloud platforms such as AWS, GCP, and Azure. Wallarm's solutions cater to various industries, including healthcare, fintech, retail, and technology, and include features like API discovery, security testing, and Web Application and API Protection (WAAP). It is a central hub for organizations seeking to secure their APIs and applications efficiently.

51 - 200 employees

Founded 2014

🔌 API

🔐 Security

☁️ SaaS

💰 $8M Series A on 2018-10

📋 Description

• As a Channel Sales Engineer, you will be the technical cornerstone of our partner ecosystem. • Work directly with our channel partners — VARs, MSSPs, and distributors — to help them understand, demonstrate, and deploy our API security solutions effectively. • Responsible for designing and implementing scalable enablement programs that turn new partners into self-sufficient technical advocates. • Design, build, and execute technical training programs for channel partners. • Create enablement assets such as labs, certification paths, demo environments, and best practice guides. • Conduct live and virtual training sessions to onboard and certify partner teams. • Support partners in discovery, proof-of-concept, and technical validation processes with end customers. • Deliver product demos, architecture workshops, and API security assessments alongside partner teams. • Act as a trusted advisor on how our platform integrates into complex enterprise security ecosystems. • Collaborate with Channel Sales Managers to identify and activate new partners. • Track and report on partner enablement KPIs, adoption rates, and certification progress.

🎯 Requirements

• 5+ years of experience as a Sales Engineer or Solutions Architect, including 2+ years in a channel-focused SE role (supporting MSSPs, VARs, or distributors). • Strong understanding of API security, web application firewalls (WAFs), AppSec, or network security technologies. • Proven experience building enablement programs from zero — creating training content, labs, and certification frameworks. • Startup experience — comfortable wearing multiple hats, working cross-functionally, and iterating quickly in a fast-moving environment. • Excellent presentation and communication skills; able to simplify complex technical concepts. • Hands-on familiarity with cloud environments (AWS, GCP, Azure) and API tools (Postman, Swagger, Burp, etc.) preferred. • Willingness to travel (~25%) for partner visits, events, and enablement sessions. • Nice to have: Experience with DevSecOps, API gateways, or CI/CD integrations. Background in security channel programs or partner-led go-to-market motions. Technical certifications (e.g., AWS, Kubernetes, or security-related credentials) a plus.

🏖️ Benefits

• Remote work and flexible working hours. • Competitive salary and bonuses. • Paid days off and medical insurance. • Working equipment. • Professional development and career growth opportunities.