ExtraHop is looking for a highly skilled Channel Sales Engineer based in the eastern US to support and expand our regional and national partner ecosystem. In this role, you will collaborate with channel partners, resellers, and distributors to drive cybersecurity solution adoption, provide technical enablement, and lead successful pre-sales engagements.
Responsibilities:
Pre-Sales & Technical Enablement
• 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.
Partner Support & Engagement
• 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.
Product & Industry Expertise
• 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.
Required Qualifications & Experience:
• 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.
• Industry certifications such as CISSP, CEH, CCSP, or vendor-specific credentials (e.g., Fortinet NSE, Palo Alto PCNSA, Cisco CCNP Security, AWS Security Specialty) are a plus.
Preferred Skills & Attributes:
• 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.