Senior Channel Sales Engineer

Airlock Digital is a global leader in application control and allowlisting, dedicated to empowering organizations to operate free from malware and ransomware. The Senior Channel Sales Engineer will be instrumental in scaling partner capabilities, developing enablement programs, and supporting partner sales and technical teams in effectively positioning Airlock’s application control platform.

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