Solutions Engineer, Channel

Company Background

Censys’ mission is to be the one place to understand everything on the internet. Frustrated by the lack of trustworthy Internet intelligence, we set out to create the industry’s most comprehensive, accurate, and up-to-date map of the Internet. Today, Censys delivers real-time Internet intelligence and actionable threat insights to global governments, over 50% of the Fortune 500, and leading threat intelligence providers worldwide.

Censys is building the most credible, robust map of the Internet through IP scanning, DNS lookups, web crawling, and the ingestion of millions of certificates. Censys was founded by security researchers who are passionate about developing technology that provides anyone the power to fully understand their digital risk and exposure. Individuals and enterprises–and anyone in between–can harness this power to discover new information and insight as the Internet, IoT and Cloud evolve. We are a true security startup with midwestern roots and we believe that a map of the Internet, or a map of your organization’s assets can quickly help guide organizations to the answers they need to protect themselves from vulnerability and risk.

Role Summary

The Channel Solutions Engineer serves as Censys's primary technical resource for channel partners within an assigned region, bridging the gap between complex cybersecurity solutions and partner success. This role combines hands-on pre-sales engineering with strategic partner enablement which includes designing and delivering product demonstrations, designing solution architectures, and creating & leading technical training to help resellers and distributors confidently sell and implement Censys's Internet intelligence platform. Acting as a trusted technical advisor and liaison to internal support teams, the Channel Solutions Engineer drives partner growth by translating technical capabilities into business value, while feeding real-world partner and customer insights back into product strategy.

Responsibilities

• Serve as the primary technical leader for channel partners within the assigned region
• Collaborate with focus partners in the territory to develop comprehensive business plans that align to strategic objectives
• Provide technical pre-sales support to partners, including product presentations, demonstrations and solution architecture design
• Collaborate with your sales peers to identify opportunities for new partnerships and expand existing ones
• Plan and drive detailed technical training sessions for partners, ensuring they are proficient in the company’s products, solutions, and integration processes
• Support channel partners with technical issues during and after product implementation, acting as a liaison between them and the company's technical support teams
• Applies Business and Technical Acumen to design and deliver customized solutions based on partner and customer needs, ensuring alignment with company standards and best practices
• Stay updated on product roadmaps, new technologies, and industry trends to better assist partners in growing their business
• Lead in the development and deployment of channel enablement materials, such as certifications, technical guides, manuals, and webinars
• Collaborate with the product management and development teams to provide feedback on product improvements based on partner and customer feedback
• Drives results by maintaining detailed records of partner interactions, sales pipeline, and technical support provided, reporting progress to management regularly
• Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact
• Other duties as assigned

Qualifications

• 5+ years of experience in Partner Solution Consulting, pre-sales engineering, or a similar technical role within the technology industry
• Skilled in at least one of the following Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint or SASE
• Prior experience working with channel is required. Strong understanding of channel sales models and experience working with resellers, distributors, and other channel partners
• Previous experience selling, implementing, or managing SaaS offerings is strongly preferred
• Experience in complex sales involving long sales processes with multiple buying centers and multi-product solutions is preferred.
• Prior experience architecting cybersecurity solutions that solve technical challenges and influence business initiatives is preferred.
• Experience influencing and gaining buy-in from key stakeholders, either in a customer-facing or internal role
• Excellent communication skills, both verbal and written, with the ability to present complex technical information to non-technical audiences
• Hands-on experience with product installations, configurations, and troubleshooting
• Ability to work independently and as part of a cross-functional team, managing multiple projects in a fast-paced environment
• Strong problem-solving skills and a proactive attitude towards resolving issues.
• Willingness to travel within the assigned region to support partners and attend events as necessary
• Proven track record of influencing key stakeholders and gaining buy-in for technical solutions

For high cost of living areas (San Francisco Bay, New York City, and Seattle), the expected salary range for this position is $220,000 USD - $257,000 USD USD, plus bonus eligibility and equity.

Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 83% and 100% of range. Please discuss your specific work location with your recruiter for more information.

Censys offers a competitive benefits package to employees, including equity, health, dental & vision coverage, retirement with company contribution, parental leave, mental health & wellness benefits, flexible PTO, and a professional development stipend. Censys also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles. Censys’s compensation and benefits are subject to change and may be modified in the future. Please see our careers page for more details.

We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to your recruiter. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.

To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates to keep their cameras on during video interviews. Additionally, if hired, we would love to bring you to our HQ in Ann Arbor for in-person onboarding.

By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with our Censys Privacy Policy.

Our roots are in Ann Arbor, Michigan and our innovation is fueled by the team’s global perspectives. For this role, we are open to remote employees across the continental US. We value diversity and are committed to creating an inclusive environment for all employees. Censys is an equal opportunity employer.

Note to external recruiters/agencies: We are not currently engaging with third-party agencies for this role and will not accept unsolicited outreach. We kindly ask that you do not submit resumes or candidate profiles to our team.

Identity Verification 

As part of our hiring process, all candidates who receive an offer of employment will be asked to complete an identity verification through CLEAR.

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