Sales Engineer (Channel)

About the Role

As the first dedicated Channel Sales Engineer, you will serve as the technical counterpart to our Channel Account Managers (CAMs), focusing on selling and positioning Abnormal Security within the partner ecosystem. Your role is to ensure that VARs and strategic partners can effectively understand, differentiate, and sell Abnormal’s solution to their customers.

Beyond day-to-day partner enablement and technical sales support, this is a strategic role that will help shape Abnormal’s channel program technical strategy, ensuring we have a scalable, repeatable model for driving technical alignment and sales success through our partners.

What You’ll Do

• Serve as the technical counterpart to CAMs, ensuring that partners are equipped to sell and position Abnormal Security effectively.
• Lead technical enablement efforts, delivering high-impact training sessions, workshops, and certifications that help partners understand Abnormal’s competitive differentiation.
• Own technical positioning and messaging for the channel, ensuring that partners can clearly articulate Abnormal’s value proposition, differentiation, and competitive advantages.
• Support pre-sales engagements, including partner-led customer demos, technical presentations, and Proof-of-Concept (PoC) guidance, to help drive deal progression and close opportunities.
• Identify and develop new revenue opportunities with partners by aligning Abnormal Security’s capabilities with their existing customer base and solution offerings.
• Collaborate with CAMs on go-to-market (GTM) strategies, ensuring that technical alignment is driving sales success in the channel.
• Influence the technical strategy of the channel program, helping define scalable processes, tools, and resources that enable partners to drive more revenue.
• Represent Abnormal Security at partner events, trade shows, and industry conferences, reinforcing our presence within the VAR and channel ecosystem.
• Provide feedback to Sales, Product, and Marketing teams, ensuring that partner insights help refine messaging, roadmap priorities, and competitive positioning.

Must Haves

• 7-10+ years of pre-sales engineering experience in cybersecurity, email security, or cloud security.
• Experience working directly for a VAR and/or vendor
• Strong ability to sell, position, and differentiate a security solution in a highly competitive market.
• Familiarity with Microsoft 365, Google Workspace, and security automation platforms.
• Excellent presentation, storytelling, and training skills, with the ability to simplify technical concepts for sales and business audiences.
• Strategic mindset, with the ability to build repeatable partner sales enablement models that drive scale.
• Strong self-starter mentality, able to operate effectively in a fast-growing and evolving channel environment.
• Willingness to travel for partner enablement, joint sales activities, and industry events.

Bonus Qualifications

• Experience in a foundational Channel SE role, helping to build or scale a partner technical enablement program.
• Technical expertise in email security (DMARC, SPF, DKIM, Secure Email Gateways), cloud security, and API-based security solutions.
• Industry certifications such as CISSP, CCSP, AWS/Azure Security, or Google Cloud Security Engineer.
• Experience with API-based security solutions, automation, and cloud-native security architectures.
• Previous startup or high-growth company experience.