Channel Sales Engineer - TOLA

Cylance   •  


5 - 7 years

Posted 185 days ago

This job is no longer available.


  • Identify and technically assess new partners in tandem with Regional Partner Manager (RPM)
  • Provide technical guidance and influence new and existing partners toward developing solutions
  • Encourage partners to utilize Cylance products and services internally and advance the implementation of NFR
  • Participate in partner business planning activities by supporting development and execution of the partner technical business plan
  • Create, execute, and review a technical readiness plan with the RPM, including measurable milestones to track progress
  • Facilitate planning and preparation of partner Sales Engineers (SEs) in achieving Cylance and industry certifications
  • Provide localized technical training to partner’s pre-sales and post-sales technical resources
  • Engage extended team for support in officially-recognized Cylance trainings
  • Assist in setting up training plans for the partner sales teams
  • Support product / service training of the partner sales teams
  • Assist in the presentation of partner technical seminars
  • Educate partner on available Cylance resources and tools
  • Oversee partner pre-sales activities, including competitive analysis, test plans, demos, proofs of concept, and RFPs
  • Cross communicate Cylance and partner value propositions, especially between partner and Cylance field SEs
  • Act as a contact and, when applicable, escalation point for partner technical issues within Cylance
  • Educate and promote use of Cylance remote support model and effective use of available resources
  • Provide feedback to Cylance business units, such as product development and marketing, on features and solutions gaps
  • Collaborate with the RPM on the development and management of the channel partner business plan and mutual action plans
  • Understand and communicate value of unique partner capabilities and positioning
  • Create appropriate enablement plans to support partner and Cylance goals
  • Identify key Cylance products and solutions that are applicable to the partner's business goals and value proposition
  • Communicate the value of Cylance partner programs
  • Understand and communicate the business advantages of a partnership with Cylance
  • Develop a strong understanding of Cylance’s channel partner objectives
  • Drive adoption of Cylance technology and solutions, consulting services, accreditations, certifications, and specializations, such as MSSP and/or ThreatZERO
  • Learn Cylance’s channel partner organization, begin developing relationships, and establish credibility quickly through personal self-confidence
  • Focus on providing excellent partner support through pro-active communication regarding Cylance resources, tools, and programs that provide business value to the partner
  • Demonstrate an understanding of the available internal Cylance resources and able to leverage them to support the partner community


  • 5 to 7 years of experience in IT security market
  • 2 years of field technical sales experience, working as a systems engineer or equivalent
  • Basic understanding of the partner business model and common financial pain points, such as profit margin, cash-flow, utilization, and days sales outstanding
  • General understanding of local partner community, technology trends, and competitive landscape
  • Ability to quickly obtain strong overall Cylance product knowledge
  • Ability to position business benefits of products from a partner and customer perspective
  • Strong communication and listening skills, including effective delivery of presentations
  • Ability to write and speak clearly and precisely, and structure information logically for digestion
  • Ability to ask questions to clarify situations before acting or making decisions
  • Basic negotiation skills
  • An understanding of how to qualify partner needs to create win-win situations
  • Flexible and adaptable self-starter with strong relationship-building skills
  • Must have a passion for your work and an ability to apply that passion to both daily tasks and larger projects
  • Collaborative and team-oriented attitude
  • Effective problem-solving capabilities
  • Takes initiative and approaches all tasks and projects proactively
  • Ability to prioritize and complete multiple tasks with little to no supervision
  • Intellectual curiosity, humility, accountability and positive approach
  • Requires the ability to work independently with substantial latitude for action and decision while maintaining focus on achieving optimal outcomes as part of a collaborative development effort