Channel Sales Engineer III

Huntress is a fully remote cybersecurity company dedicated to providing enterprise-grade security solutions. They are seeking a Senior Channel/Alliances Sales Engineer to focus on Microsoft security and cloud integrations, partnering with alliances to enhance technical value propositions and support joint customer opportunities.

Responsibilities:

• Define and continuously refine how Huntress complements and extends Microsoft Security (e.g. Defender, Entra ID, Sentinel, etc) and M365 in real customer environments—covering coexistence patterns, consolidation stories, and managed service overlays
• Architect and validate end‑to‑end telemetry flows (e.g., Entra sign‑ins, Azure Activity Logs, resource diagnostics, M365 signals) into SIEM/log platforms so Huntress SIEM and ITDR can reliably consume them. Help partners choose and implement the right patterns for cost, coverage, and investigative power
• Join (and often lead) the technical portions of joint customer calls with alliance and channel field teams. Scope and run proof‑of‑concepts, validate integration requirements, and ensure we can tell a coherent, outcomes‑based story from both the Huntress and Microsoft sides
• Serve as the primary technical point of contact for a small set of high‑impact alliances. Translate their platform, marketplace, and integration needs into concrete implementation plans with our product and engineering teams
• Build and deliver focused enablement for alliance SEs, solution specialists, and field sellers—covering Huntress use cases, integration patterns, licensing realities (e.g., Business Premium/E3/E5), and how to position joint solutions against common competitors
• Turn qualitative partner conversations and quantitative telemetry into structured feedback for Product, PMM, and the SOC—highlighting integration gaps, roadmap asks, and opportunities to improve co‑managed workflows
• Stay on top of Microsoft Security announcements, new products and API availability that we should investigate to incorporate in our products
• Partner with Technical Sales leadership to shape internal training, demo patterns, and labs so SEs and TAMs across Huntress can confidently speak to Microsoft security, cloud telemetry, and our key alliance integrations
• Travel ~25–40% for key alliance meetings, co‑sell opportunities, field events, and strategic planning sessions with partners

Requirements:

• 5–7+ years in roles directly aligned to Microsoft Security and cloud (e.g., SE/SA at a security ISV, MSSP, LSP/SI, or partner) with hands‑on experience in Defender, Entra ID/Azure AD, M365 (Business Premium/E3/E5), Sentinel/Log Analytics, and related workloads
• Demonstrated success working in co‑sell or alliance motions with large platform vendors—translating solution plays, partner playbooks, and incentives into concrete joint offers and customer outcomes
• Practical experience enabling and routing Microsoft cloud telemetry (Entra sign‑ins, Azure Activity, resource diagnostics, M365 audit/logs) into SIEM/log solutions and using those signals in real investigations and response workflows
• Understanding of how channel, distribution, and alliance ecosystems operate: where technical influence sits, how joint opportunities are sourced, and how to make it easy for partners to include you in their standard motions
• Ability to turn complex integration stories into clear enablement artifacts—battlecards, talk tracks, “better together” diagrams, demo narratives, and short guides that alliance SEs and sellers can actually use
• Confident presenting to both technical and business stakeholders at partners and customers. You can move from a whiteboard discussion on telemetry architecture to an exec‑level conversation on risk, value, and roadmap trade‑offs
• Experience defining success criteria, tracking enablement and pipeline impact, and iterating on programs without waiting for a fully baked project charter. You're comfortable navigating ambiguity and shaping the role as the alliance motion matures
• Prior work at, or closely alongside, Microsoft or large Microsoft‑aligned partners (LSPs, SIs, or security ISVs) where Defender, Entra, Azure, and M365 security were core to your remit
• Experience building or scaling joint security offers (e.g., managed Defender, MDR on top of Microsoft, identity/ITDR + M365, SIEM/log analytics for Microsoft signals)
• Familiarity with Microsoft skilling programs and partner playbooks (e.g., structured learning plans, campaign‑in‑a‑box, security solution plays) and how they show up in partner ecosystems
• Hands‑on exposure to SOC or incident response—participating in incident calls, walking customers or partners through reports, or working alongside SOC teams on joint detections and response
• Background working with large resellers, distributors, or marketplaces on security and integration topics, even if that wasn't your primary focus