Channel Sales Engineer

Responsibilities

• Build the partner technical certification path with the Channel Account Manager
• Enable partner engineers to demo, scope, and deploy Hypori without us in the room, taking every new partner from signature to first deployment
• Maintain reference architectures, deployment guides, and partner lab environments
• Equip partner sellers and compliance leads to defend the CMMC scope reduction argument
• Understand the why first: why the partner’s or client’s current setup isn’t enough, why now, why Hypori, and why not the status quo
• Lead discovery, demos, and proof-of-value engagements on partner-led deals against agreed success criteria
• Use MEDDPICC to validate technical decision criteria, build technical champions, and flag unqualified deals early
• Scope deployments across identity, multi-tenant design, app delivery, licensing, and the assessment boundary
• Answer security questionnaires, RFIs, and shared responsibility requests
• Help partners package Hypori into managed service offerings with multi-tenant administration and RMM, PSA, and SIEM integrations
• Bring partner and field requirements to Product and Engineering
• Support channel campaigns, webinars, and events, including CMMC CON
• Over time, help stand up the technical foundation for a broader security reseller and solution provider channel

Qualifications

• 3–5 years as a sales engineer, solutions engineer, or solutions architect at a SaaS cybersecurity vendor, MSP, or MSSP
• A track record supporting cybersecurity sales, with measurable technical win rates
• Hands-on experience enabling MSP or MSSP partners, including building your own certification and enablement content
• CMMC 2.0 and NIST SP 800-171 depth. Be ready to scope an assessment boundary and defend scope reduction in the interview
• Endpoint security architecture expertise across mobile, identity, and data protection
• MEDDPICC fluency and strong Salesforce hygiene
• Location: Remote, United States, with travel up to 40 percent to partner sites and industry events
• Speed: You move with urgency and get things done today, not next week
• Focus: You spend your time on the partners and deals that will actually move
• Extreme ownership: Partner readiness and technical wins are yours. No excuses
• Accountability: You do what you say, when you say. You flag slips early
• Coachability: You ask for feedback, act on it, and get better
• Humility: You know what you don’t know, and you say so
• Creativity: You find new ways to make partner engineers self-sufficient
• Technical credibility: The bar is high. You need credibility with a partner’s lead engineer and compliance lead, on your own
• CMMC and 800-171: CUI vs. FCI, the 5 asset categories, how an unmanaged device moves from CUI Asset to out of scope, the External Service Provider question, FedRAMP Moderate equivalency under DFARS 7012, and SPRS scoring
• Microsoft 365 GCC High: Commercial vs. GCC vs. GCC High, enclave vs. full-tenant migration, and where Hypori shrinks the GCC High footprint
• Endpoint and mobile security: MDM, UEM, MAM, mobile threat defense, EDR, enterprise browser, VDI, and DaaS. You know where the data rests in each
• Identity and networking: SSO, SAML, SCIM, conditional access, Entra ID, Okta, derived credentials for CAC and PIV, and cloud networking in AWS and Azure
• Prior time at an MSP, MSSP, RPO, or C3PAO serving defense contractors
• CMMC CCP or CCA, CISSP, Security+, or Microsoft security certifications
• Experience in an early-stage channel program
• Military service or Department of War civilian experience

Who You Are

• Preferred Attributes

About Us

About Us

Preferred Qualifications

• Preferred Attributes