Senior Solutions Engineer – Partners

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🔥 0 minutes ago

🌐 United States, Canada – Remote

🇺🇸 United States – Remote 🇨🇦 Canada – Remote

⏰ Full Time

🟠 Senior

💻 Solutions Engineer

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Tailscale

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2020

☁️ SaaS

🔐 Security

📡 Telecommunications

💰 $100M Series B on 2022-05

SaaS • Security • Telecommunications

Tailscale is a company that provides a modern VPN solution founded on WireGuard technology, simplifying networking by creating secure, software-defined networks that connect users, services, and devices with ease. By eliminating the complexities of legacy VPNs, Tailscale offers secure remote access, site-to-site networking, and multi-cloud networking, all while ensuring user-friendly, quick deployment without complex configurations. Recognized for enabling zero-trust environments and seamless workflows, Tailscale supports robust security features such as automated user onboarding, encryption, and access control lists (ACLs). This tool is particularly popular for both enterprise and personal use, praised for its integration capabilities and ease of use, making secure networking accessible anywhere, regardless of infrastructure.

📋 Description

• Collaborate with Channel Account Managers and Account Executives to identify, qualify, and close new and expansion opportunities through the channel • Lead technical discovery, solution architecture, demos, and proofs-of-concept for partner-sourced and co-sell deals • Advise partners and end customers on zero-trust networking, secure connectivity, identity integrations, AI gateway/Aperture scenarios, and PAM • Develop and deliver partner technical enablement, including training programs, certification content, demo environments, solution blueprints, reference architectures, and battle cards • Architect and guide complex partner-customer-Tailscale deals, aligning technical requirements with business outcomes • Provide field feedback from partners and joint customers to Product, Engineering, and go-to-market teams • Build relationships with technical stakeholders at strategic partners and handle advanced architecture and integration escalations • Collaborate with Sales, Partner, Product, Customer Success, and Support teams to improve handoffs, technical win rates, and partner-sourced revenue • Contribute reusable demo assets, partner-facing documentation, and best-practice playbooks

🎯 Requirements

• 6+ years of experience in a customer-facing Solutions Engineer, Sales Engineer, or Solutions Architect role in networking, security, infrastructure, or related software • Direct experience enabling or co-selling with MSPs, OEMs, VARs, system integrators, or technology alliance partners • Proven track record of co-owning pipeline and influencing quota outcomes with sales or channel teams • Deep understanding of zero-trust networking, secure remote access/connectivity, and identity and access management integrations including SSO, SAML, OIDC, and SCIM • Strong networking fundamentals and troubleshooting skills, including TCP/IP, DNS, routing, firewalls, and NAT traversal • Hands-on architecture and deployment experience with at least two major cloud providers among AWS, GCP, and Azure, plus hybrid environments • Ability to translate complex technical concepts into business value for technical and non-technical audiences • Experience designing and delivering technical training or enablement content • Ability to work autonomously in a high-growth, fully distributed environment • Willingness to travel approximately 15–25% for partner workshops, customer meetings, conferences, and internal collaboration • Nice-to-have: experience with networking/security/infrastructure SaaS, regulated industries or compliance frameworks, Python/Bash/Go/Terraform/HCL/Kubernetes, AI gateway or LLM access governance, zero-trust/SASE/secure connectivity competition, Tailscale/WireGuard/mesh networking, and reusable solution architectures or partner certification programs

🏖️ Benefits

• Equity incentive plan • Variable commission for quota-based roles • Health, vision, and dental coverage with no waiting period for employees and families • Remote-first flexible work environment • Corporate co-working program • Employer-funded retirement contributions matching employee contributions dollar-for-dollar, up to 0.75% of eligible compensation annually • Annual company retreat and team off-sites • $1500 USD annually for professional development • Mentorship, coaching, and internal promotion opportunities • Flexible paid time off program • Company-owned laptop, with choice of Mac or PC • Monthly home internet reimbursement • $500 USD home office/workstation customization allowance • Paid parental leave top-ups: 20 weeks for birthing parents and 16 weeks for non-birthing parents • Inclusive and accessible hiring process with accommodations available