Role SummaryThe Channel-Focused Sales Engineer will act as the dedicated technical lead for a portfolio of core partners, playing a critical role in driving joint success. This individual will bring channel experience, operate with a high degree of autonomy, and excel in a fast-paced, partner-centric environment.
In this role, you will own technical enablement and support pre-sales activities, leveraging your expertise in cybersecurity solutions, particularly in Managed Detection and Response (MDR), threat detection, and incident response-to help partners effectively position and sell solutions.
Reporting to the Manager of Sales Engineering - Channel, this position is ideally based in the Greater Toronto Area. You will be responsible for accelerating partner growth across North America by strengthening technical capabilities, enabling partner success, and driving revenue through the effective adoption and positioning of Sophos products and services.
What You Will Do- Support partner-led revenue growth by assisting Channel Account Executives in day-to-day partner activities.
- Participate in Partner Discovery sessions to learn partner operating models, service lines, and technical maturity.
- Deliver product demos, assessments, and POCs to partners under the guidance of senior engineers.
- Support partner SEs during evaluations and build the skills to run these motions independently over time.
- Communicate Sophos technical differentiation and platform value to partner teams.
- Collaborate with Marketing, CAMs, and CAEs to support programs that accelerate partner-led opportunities.
- Track and document partner technical capabilities and emerging trends, sharing findings with the wider team.
- Help partners work toward technical requirements, certifications, and readiness standards.
What You Will Bring- Minimum 3+ years prior sales engineering experience a must.
- A proven track record of quota achievement and consistent performance
- Strong cybersecurity background across products, platforms, or service lines
- Excellent presentation, storytelling, and demo skills with technical and executive audiences
- Experience contributing to, or leading partner business reviews with senior leaders
- Competitive, self-starter mindset with a hunter mentality and a bias for action
- Ability to build strong, mutually beneficial business relationships
- Strong written and verbal communication skills with the ability to influence and negotiate
- Proficiency in data analysis, including Power BI and emerging GenAI workflows
- Ability to quickly learn and adopt new approaches, technologies, and techniques
- Strong multitasking and prioritization skills in fast moving environments
- Effective teamwork, collaboration, and conflict resolution skills
- Ability to travel as needed to support partner events or in-region collaboration
In Canada, the base salary for this role ranges from $78,600 to $128,600. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. A candidate's specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.
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