Job description

JOB TITLE: SR. CHANNEL SALES ENGINEER Location: Remote Reports to: VP Global Sales Engineering ABOUT WITNESSAI: WitnessAI is the unified AI security and governance platform enterprises trust to govern and protect all AI activity. We provide complete, network-level visibility into every interaction including employees and autonomous agents, even in native apps where legacy tools are blind. Unlike security that relies on outdated keywords, our platform understands intent, enabling intelligent policies that stop novel threats like prompt injection while empowering productivity. WitnessAI transforms security from a bottleneck into the enabler of your AI strategy as the confidence layer for enterprise AI. THE ROLE As a Sr. Channel Sales Engineer, you are the technical lead for our partner ecosystem. You make resellers, distributors, MSSPs, and system integrators good at selling and deploying WitnessAI, and you join their deals when it counts. This is a hands-on role. You will set the standard for how partners run demos and proofs of concept, and bring partner feedback back to Product and Sales. You work day to day with the Channel team, Sales Engineering, Product, and Marketing. WHAT YOU'LL DO - Enable partner technical teams. Train partner sales engineers and architects on the WitnessAI platform, the AI security market, and how to position us against legacy tools. Run onboarding, certification, and refresher sessions. - Support partner-led deals. Join partner calls and customer meetings to run demos, answer technical questions, and scope requirements. Step in on strategic deals, then coach partners to run the next one on their own. - Run proofs of concept. Define POC plans and success criteria with partners and customers. Guide the deployment, troubleshoot issues, and drive each POC to a clear decision. - Build partner technical assets. Create reference architectures, demo environments, deployment guides, battlecards, and talk tracks that partners can use without us in the room. - Partner on pipeline. Work with Channel Sales and Marketing on joint campaigns, workshops, and events. Help partners identify AI security use cases inside their existing customer base. - Answer security reviews and RFPs. Handle technical questionnaires, architecture reviews, and RFP responses that come through partners. - Bring back what you hear. Share partner and customer feedback with Product and Engineering. Flag integration gaps, competitive losses, and feature requests with specifics. - Represent WitnessAI. Present at partner events, conferences, and customer briefings. WHAT WE'RE LOOKING FOR - 7+ years in pre-sales, sales engineering, or technical consulting, with at least 3 years supporting channel or partner sales. - A working understanding of network security, cloud infrastructure, identity, and data security. Familiarity with AI/ML or generative AI use cases is a strong plus. - A record of enabling partners to sell and deploy technical products, and of helping close six- and seven-figure deals through the channel. - Hands-on experience running demos and POCs end to end, including deployment and troubleshooting. - Experience working with resellers, distributors, MSSPs, or global system integrators. - Clear communication. You can explain a complex architecture to an engineer in the morning and a CISO in the afternoon. - Willingness to travel for partner and customer meetings and events. NICE TO HAVE - Background at a cybersecurity vendor, especially in SASE, secure web gateway, CASB, DLP, or zero trust. - Experience building a partner enablement or certification program from scratch. - Existing relationships with security-focused VARs, MSSPs, or distributors. - Experience with partner portals and deal registration tools, plus CRM tools such as Salesforce. - Security or cloud certifications such as CISSP, AWS, Azure, or GCP. - Prior startup experience, where you built process because none existed. WHY JOIN US - Build the technical foundation of our channel program in a new and fast-growing category. - Sell a product that solves one of the biggest problems in enterprise AI adoption. - Work directly with Sales, Product, and Engineering. Your feedback shapes the roadmap. - Competitive compensation and meaningful equity. - Backing from top investors and advisors in AI, cybersecurity, and enterprise software. BENEFITS: - Competitive salary and equity - Health, dental, and vision insurance - 401(k) plan - Opportunities for professional development and growth - Generous vacation policy SALARY RANGE: $260,000 - $295,000 OTE (The exact salary will be determined based on the selected candidate's location, qualifications, experience, and relevant skills.)

Requirements

Must-haves

Location: Remote
Reports to: VP Global Sales Engineering
Support partner-led deals. Join partner calls and customer meetings to run demos, answer technical questions, and scope requirements. Step in on strategic deals, then coach partners to run the next one on their own.
Run proofs of concept. Define POC plans and success criteria with partners and customers. Guide the deployment, troubleshoot issues, and drive each POC to a clear decision.
Build partner technical assets. Create reference architectures, demo environments, deployment guides, battlecards, and talk tracks that partners can use without us in the room.
Partner on pipeline. Work with Channel Sales and Marketing on joint campaigns, workshops, and events. Help partners identify AI security use cases inside their existing customer base.
Answer security reviews and RFPs. Handle technical questionnaires, architecture reviews, and RFP responses that come through partners.
Bring back what you hear. Share partner and customer feedback with Product and Engineering. Flag integration gaps, competitive losses, and feature requests with specifics.
Represent WitnessAI. Present at partner events, conferences, and customer briefings.
7+ years in pre-sales, sales engineering, or technical consulting, with at least 3 years supporting channel or partner sales.
A working understanding of network security, cloud infrastructure, identity, and data security. Familiarity with AI/ML or generative AI use cases is a strong plus.
A record of enabling partners to sell and deploy technical products, and of helping close six- and seven-figure deals through the channel.
Hands-on experience running demos and POCs end to end, including deployment and troubleshooting.
Experience working with resellers, distributors, MSSPs, or global system integrators.
Clear communication. You can explain a complex architecture to an engineer in the morning and a CISO in the afternoon.
Willingness to travel for partner and customer meetings and events.
$260,000 - $295,000 OTE (The exact salary will be determined based on the selected candidate's location, qualifications, experience, and relevant skills.)

Nice-to-haves

Background at a cybersecurity vendor, especially in SASE, secure web gateway, CASB, DLP, or zero trust.
Experience building a partner enablement or certification program from scratch.
Existing relationships with security-focused VARs, MSSPs, or distributors.
Experience with partner portals and deal registration tools, plus CRM tools such as Salesforce.
Security or cloud certifications such as CISSP, AWS, Azure, or GCP.
Prior startup experience, where you built process because none existed.

Application prep

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Keywords to mirror

aimlawsazuregcp

Platform: ashby
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Professional Development