Channel Sales Engineer

Summary

Join ExtraHop, a leader in network detection and response (NDR) technology, as a Channel Sales Engineer based in the eastern US. You will collaborate with channel partners to drive cybersecurity solution adoption, provide technical enablement, and lead pre-sales engagements. This role requires strong technical skills in cybersecurity and networking, excellent communication abilities, and the capacity to build strong partner relationships. You will be responsible for pre-sales consultation, technical training, and supporting partners in responding to customer needs. The ideal candidate possesses 3+ years of experience in cybersecurity, technical sales, or sales engineering and a strong understanding of various security technologies. ExtraHop offers a comprehensive benefits package including health, dental, and vision benefits, flexible PTO, a discretionary bonus plan, educational reimbursement, and a 401k with employer match.

Requirements

• 3+ years of experience in cybersecurity, technical sales, or sales engineering
• Strong understanding of networking and security technologies such as firewalls, EDR / XDR, SASE, SIEM, IAM, cloud security, and zero trust architectures
• Hands-on experience with security / networking solutions and the ability to conduct live product demonstrations and POCs
• Excellent communication and presentation skills, with the ability to translate complex technical concepts for non-technical audiences
• Ability to build strong relationships with partners and customers, influencing decision-making

Responsibilities

• Act as the primary technical resource for channel partners, providing pre-sales consultation and demonstrations of our cybersecurity solutions
• Deliver technical training, enablement sessions, and workshops to empower partners to sell and support our products
• Assist in developing technical sales strategies and proof-of-concept (POC) deployments to demonstrate the value of our solutions
• Collaborate with channel sales managers to identify and qualify partner opportunities
• Work closely with partners to understand their needs, technical capabilities, and go-to-market strategies
• Provide technical guidance and mentorship to partner sales engineers and technical teams
• Support partners in responding to customer requirements, RFPs, and security assessments
• Serve as a trusted advisor, ensuring partners have the necessary tools, documentation, and support to drive sales
• Stay updated on the latest cybersecurity threats, trends, and competitive solutions to effectively position our offerings
• Gather feedback from partners and customers to influence product roadmap and improvements
• Work with internal teams, including product management and engineering, to provide technical insights and enhance solutions

Preferred Qualifications

• Experience working in a channel or partner ecosystem with resellers, MSSPs, or distributors
• Strong problem-solving skills and ability to think strategically about technical challenges
• Comfortable working in a fast-paced, dynamic environment with cross-functional teams
• Familiarity with cloud security (AWS, Azure, Google Cloud) and modern security frameworks like NIST and MITRE ATT&CK

Benefits

• Health, Dental, and Vision Benefits
• Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal Holidays (US Only) + 3 Days of Paid Volunteer Time
• Non-Commissioned Positions may be eligible to participate in the Annual Discretionary Bonus Plan
• FSA and Dependent Care Accounts + EAP, where applicable
• Educational Reimbursement
• 401k with Employer Match or Pension where applicable
• Pet Insurance (US Only)
• Parental Leave (US Only)
• Hybrid and Remote Work Model