Senior Channel/Sales Engineer
Description
Exabeam is a leader in intelligence and automation that powers security operations for the world’s smartest companies with advanced use of AI Agents throughout the platform where each agent is purpose built based on each persona using the platform. As a global cybersecurity innovator, Exabeam provides industry-proven, security-focused, and flexible solutions for faster, more accurate threat detection, investigation, and response (TDIR). Learn more at www.exabeam.com.
Job Summary
As a Channel Solutions Engineer at Exabeam, you will be a cybersecurity expert and a key evangelist for our industry-leading security operations and analytics platform. You will be instrumental in driving the success of our channel partners by building their technical confidence and competence. This role is focused on empowering our partner community through technical enablement, accelerating sales cycles, and fostering strong, collaborative relationships.
The role will also allow for the Channel Solutions Engineer to work on high touch opportunities where needed from Channel partners. You will be the technical heart of our channel strategy, ensuring our partners are equipped to represent Exabeam, drive revenue growth, and deliver exceptional value to our mutual customers.
Responsibilities:
- Partner Enablement & Empowerment (75% Pre-Sales):
- Develop and execute a scaled, repeatable partner onboarding and technical acceleration program to drive partner certifications.
- Create and deliver technical webinars, workshops, and training sessions to increase our Partner Engagement Score and enhance competency.
- Drive partner engagement through "win the techies" initiatives, including a partner champion program, design partnerships, and technical advisory boards.
- Manage and contribute to our partner portal with updated training content, demo assets, and technical resources.
- Lead and support partner-led Capture The Flag (CTF) events and other demand-generation activities in collaboration with marketing.
- Lead, enable and support partner-led POC’s to ensure a high win rate for key partner deals in Japan.
- Evangelism & Mindshare:
- Act as a key technical evangelist for Exabeam within the partner community, presenting our vision and the "Art of the Possible" to both executive and technical audiences.
- Build and maintain strong relationships with partner engineers and technical leaders.
- Generate mindshare by delivering community contributions such as blog posts, webinars, and other public-facing content.
- Sales Growth & Deal Support:
- Directly contribute to channel revenue growth by supporting partners in the technical aspects of the sales cycle.
- Assist partners with solution architecture design, demo support, and proof-of-value strategies.
- Help drive an increase in partner-sourced deal registrations through proactive technical engagement.
- Post-Sales Advocacy & Support (25% Post-Sales):
- Serve as a technical escalation point for partners, ensuring their challenges are addressed effectively.
- Provide ad-hoc solution coaching to fill knowledge gaps and identify partners who require further training.
- Gather and relay feedback from partners to internal product management, engineering, and sales stakeholders.
Requirements:
- 5+ years of experience in a customer-facing technical role such as a Solutions/Sales Engineer, Solutions Architect, or Channel SE, preferably in enterprise software.
- Deep understanding of cybersecurity concepts and technologies, including Log Management, SIEM (Exabeam experience is a strong plus), UEBA, and SOAR.
- Demonstrated experience in developing and delivering technical training and presentations to various audiences.
- Proven ability to build strong relationships with technical counterparts at partner organizations.
- Experience with enterprise-scale architecture, SaaS solutions (GCP is a plus), and scripting (e.g., Python, PowerShell, regex).
- A self-motivated, innovative thinker with a passion for technology and a knack for solving complex problems.
- Excellent communication and presentation skills.
- Willingness to travel to meet with partners and support events.
- BS Degree in Computer Science, Information Technology, Engineering, or equivalent experience.
Bring your Whole Self to Work!
Diversity, equity, and inclusion are at the core of who we are. At Exabeam, we know that diverse perspectives spark innovation, improve creativity, and position our team for success. Creating a culture where all are welcomed, valued, and empowered to achieve their full potential is important to who we are today and in the future. We hire the best of the best and do not discriminate based on race, gender, age, religion, sexual orientation, identity, or other personal factors.
Diversity, equity, and inclusion are at the core of who we are. At Exabeam, we know that diverse perspectives spark innovation, improve creativity, and position our team for success. Creating a culture where all are welcomed, valued, and empowered to achieve their full potential is important to who we are today and in the future. We hire the best of the best and do not discriminate based on race, gender, age, religion, sexual orientation, identity, or other personal factors.
Exabeam is proud to be an equal opportunity employer. We are committed to equal opportunity regardless of race, color, ancestry, religion, gender, gender identity, genetic information, parental or pregnancy status, national origin, sexual orientation, age, citizenship, marital status, disability, or Veteran status.