Sr. Channel Sales Engineer

About the role

Abnormal Security is seeking a Channel Sales Engineer to join our growing Sales Engineering team. As a Channel Sales Engineer, you will be the technical lead for advancing innovation, growth, and scale of Abnormal's Channel Partner relationships to win customers over & help them conquer their most intractable email security challenges. 

In conjunction with Channel Account Managers, you will be responsible for conducting in-person and remote product demos, articulating the technical value of Abnormal Security products, and driving successful outcomes for Proof of Value programs.

The ideal candidate for the role will have the following skillset: 

• Ability to tie technology to business outcomes and drive value
• Ability to influence your audience in virtual and in person formats
• High EQ; ability to read the room, engage people, be empathetic, listen and respond
• Ability to create value driven presentations and tell the story behind them (Powerpoint, Google Slides)
• Ability to discover/uncover customer pain/requirements/objectives

What you will do 

• Drive revenue through a range of strategic partnerships
• Assist partners with prospects and customers interested in adopting Abnormal Security 
• Provide oversight, guidance, and assistance during the partners sales process to ensure mutual success
• Lead technical discussions with partners on the value Abnormal can provide to their clients
• Gather, track, and translate partner feedback and help steer the Abnormal Security product roadmap
• Develop domain expertise and thought leadership regarding the partners’ current areas of focus as well as in new areas for expansion
• Define and deliver formal and informal technical training sessions for partner resource
• Maintain field level relationships with partners to ensure effective positioning of Abnormal’s solutions
• Prepare partner demos and proof-of-value (POV) to demonstrate various use cases for Abnormal’s Solution.  
• Co-leading partner relationships with Channel Account Managers, and giving technical demos
• Provide technical pre-sales support for assigned Channel Account Managers
• Assist Channel Account Managers in development and implementation of sales objectives and partner-based penetration strategies
• Educate sales executives and partners on Abnormal Security’s products, platform, and security
• Obsessively drive customer satisfaction

Must Haves 

• 3+ years industry experience in channel sales engineering
• Technical background in messaging and Internet security principles
• Strong understanding of how Internet protocols work (HTTP, SMTP, DNS, etc.)
• Knowledge of networking topology, TCP/IP protocol, network configuration and components (firewalls, routers, etc.)
• Prior experience in selling software to Fortune 500 through the partner community 
• Strong technical presentation and communication skills, both verbal and written
• Ability to see and present “the Big Picture”, uncover business challenges, and architect a solution to solve customer business issues
• Ability to work independently in a high-velocity environment
• Positive attitude, customer focus, and strong sense of ownership over customer results
• BSCS/BSEE or equivalent work experience
• CISSP, CEH and/or other relevant security certifications a plus

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