Channel Sales Engineer

Summary

Join Contrast Security as a Channel-focused Sales Engineer, providing technical leadership to support our Channel Partners. This role requires a creative thinker with experience in managing the technical enablement of Channel partners and a thorough understanding of AppSec, DevSecOps, and the Software Development Lifecycle. You will cultivate relationships with key partners, develop technical enablement content, educate customers, deliver compelling demos, and provide training. Success hinges on your ability to articulate the value of Contrast Security's solutions and your experience with modern software stacks and tools. This position offers a competitive salary, commission, equity, and a comprehensive benefits package.

Requirements

• 3+ years of Enterprise software presales experience
• Must know Application security solutions and technologies (SAST, DAST, IAST, RASP, WAF), OWASP Top 10, software development concepts and the SDLC, Linux, Windows, Network architecture/implementation/configuration experience, DevOps, CI/CD, vulnerability remediation, WAFs, general bug tracking and build systems
• 3+ years of development experience - you must have some scripting or programming experience and be able to walk through code-level results with clients when needed (JAVA and .NET experience preferred but not required) or have relevant AppSec expertise
• Strong leadership skills with the ability to prioritize and execute in a systematic and disciplined manner
• Exceptional written and oral communication skills. This role requires an ability to understand and articulate both the business benefits (value proposition) and technical advantages of Contrast products and solutions
• The ability to tell a story convincingly is a must
• Hands-on experience with the "modern software stacks" and tools and platforms such as Docker, Kubernetes, Git (and related systems such as Bitbucket), Amazon Web Services, Azure, Google Cloud Platform, Cloud Foundry, and other IaaS and PaaS platforms
• Understand and be conversant about Contrast's competitors, their solutions, strengths, weaknesses, opportunities, and threats
• Ability to travel 40%+ within the territory or as needed

Responsibilities

• Cultivate trusting relationships with key partners and establish solid working relationships with their technical resources
• Own the development of technical enablement content creation, including the delivery of this content to technical resources within the channel community
• Educate customers on the ongoing trends and challenges that are driving the need for a modern software development lifecycle and help channel partners understand how Contrast addresses these challenges
• Deliver compelling demos, best practices sessions on the Contrast Platform, deployments & workshops as needed
• Provide on-the-job training for partner SEs by allowing partner SE to shadow presentations and evaluation installations
• Help partners create evaluation test plans with customers that highlight the strengths of our platform to position Contrast as the clear leader in this space
• Present at channel-driven marketing activities as-needed basis
• Assist in the selling effort to partner technical resources during new partner recruitment
• Work with channel partners to proactively expand our awareness and install base within existing accounts
• Collaborates with other SEs, sales teams, and trainers

Preferred Qualifications

JAVA and .NET experience

Benefits

• Medical Insurance
• Dental Insurance
• Vision Insurance
• 401(k) Retirement Plan with Employer Match
• Life Insurance
• Long Term Disability Insurance
• Short Term Disability Insurance
• Transit and Commuter benefits
• Flexible PTO
• 56 hours of Annual Sick time
• Paid Parental Leave
• Paid Holidays
• Salary and Other Compensation: The standard base pay range for this position is $150,000.00 - $160,000.00 annually. This position is also eligible for commission and equity package subject to the terms of the Company’s applicable plans