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