Senior Channel Sales Engineer

Airlock Digital is a global leader in application control and allowlisting, committed to empowering organizations to operate free from malware and ransomware. They are seeking a Senior Channel Sales Engineer to scale partner capability across sales and technical audiences, focusing on creating enablement programs and supporting the pre-sales process.

Responsibilities:

• Partner with Channel Account Managers and Airlock Sales Engineers to align enablement with pipeline priorities
• Support partners in identifying and qualifying opportunities within their customer base
• Contribute to joint account planning and partner-driven pipeline development
• Foster relationships with key technical stakeholders within Airlock Digital’s key strategic partners
• Refine and deliver structured enablement programs across three partner personas:
• Sales – value positioning, qualification, messaging
• Technical Sales – discovery, positioning, demo support
• Professional Services (foundational awareness)
• Build and refine scalable enablement assets including presentations, demo frameworks, and technical walkthroughs
• Gather feedback from key strategic partners to improve enablement messaging and materials
• Enable partner technical teams to support Airlock-led sales cycles
• Train strategic partners to deliver basic demonstrations where appropriate
• Educate partners on application control fundamentals and Airlock’s differentiation
• Deliver enablement sessions, partner events, and regional workshops
• Act as a subject matter expert on application control and endpoint security trends
• Build Airlock mindshare within partner organizations
• Contribute to building Airlock’s global partner enablement framework
• Support development of certification programs, labs/NFR environments, and partner readiness models
• Gather and communicate partner feedback to product, marketing, and leadership teams
• Help develop and refine partner-facing assets and messaging

Requirements:

• 8+ years in Sales Engineering, Solutions Engineering, or Technical Pre-Sales
• Proven experience working in a Channel Sales Engineering, Partner SE, or Partner Enablement role strongly preferred
• Demonstrated experience enabling VARs, security-focused partners, or channel ecosystems
• Experience in endpoint security, application control, or adjacent cybersecurity domains
• Strong understanding of endpoint security concepts, with the ability to position and teach these concepts to partner audiences (e.g., application control, EDR, privilege management)
• Ability to deliver partner-facing enablement across both sales and technical audiences
• Experience building or delivering demos, workshops, and technical training
• Builder mindset — comfortable creating materials from scratch, and iterating them over time
• Strong communication and presentation skills
• Ability to influence without direct authority across partner and internal teams
• Highly organized with the ability to scale across multiple partners and priorities
• Experience in high-growth or early-stage cybersecurity companies
• Familiarity with VARs, MSSPs, and security-focused channel ecosystems
• Experience developing enablement content, labs, or certification programs