Channel Sales Engineer

The Position:

The Channel Sales Engineer will be the primary technical sales resource for our Asia Pacific (APAC) regional sales team and will assist in identifying customer challenges and driving technical alignment between customer needs and the OPSWAT solutions. You will serve as a technical liaison for our channel partners, resellers, and systems integrations in your territory. You will train the partner technical sales team by demonstrating our solution as well as promoting our vision and better-together approach. You will be a trusted point of contact for our partners and their customers while advancing the sales process.

At the same time, you will be a liaison to the development and engineering teams to drive the direction of the product. The ideal candidate will have previous work experience as a member of a corporate sales team and a career track record of supporting large and complex enterprise sales.

We are interested in candidates based in Delhi India with English as a primary or strong secondary language. The candidate will also need access to an International airport and would expect up to 50% travel.

What You Will Be Doing:

• Work with the OPSWAT sales and channel team as well as partners to drive Enterprise business
• Manage partners technical pre-sales competency and commitment level
• Coaching, training, and monitoring partners technical pre-sales performance
• Assist OPSWAT Channel Partners with demand generation events
• Co-present at industry conferences and seminars
• Track OPSWAT Academy of partner technical teams
• Keeping up with OPSWAT Academy certifications and OPSWAT Channel webinars
• Help Partners be self-sufficient and establish their own OPSWAT solutions labs
• Support partner-led proof of concepts, implementations and installs as needed to successfully satisfy customer requirements

What We Need from You:

• 3+ years of cybersecurity or networking software sales engineering or technical sales experience
• Excellent track record in conducting technical training.
• Strong organizational, presentation and application demo skills
• Comfortable leading discussions within the cybersecurity domain to all customer levels (CISO to IT administrator)
• Previous channel partner or reseller interaction either as a vendor or a Value Added Reseller
• Experience installing and troubleshooting enterprise applications in Windows and Linux environments
• A self-motivator who thrives on identifying and resolving partners pain points.
• Ability to hold strategy meetings and give our channel partners direction on markets and use cases

It Would Be Nice If You Had:

• Experience in enterprise software or networking solutions, ideally within the network or device security space
• Knowledge of Cyber security software products and markets. For example: EDR, XDR, CASB, ZTA, Sandbox, etc.
• A technical understanding of APIs
• Experience with containerization and cloud service applications

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OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the worlds critical infrastructure and securing our way of life.