Channel Solutions Engineer

About the position:

The Channel Solutions Engineer is a strategic pre-sales role at Netskope. Channel Solution Engineers have a wide array of responsibilities focused on supporting our partner community and partner ecosystem.

As a Channel Solutions Engineer, you will focus on building relationships with our partners, building technical champions within those partners and enabling them to successfully drive business with Netskope. This is inclusive of our distributors as well.

You will also focus on educating and enabling our partners on Netskope product offerings and technologies and the overall cloud security ecosystem and evangelizing the Netskope brand and platform.

This role requires a business level understanding of how partners do business, the vendors they work with and the key metrics they measure themselves by. This role is also tightly aligned with the local pre-sales and engineering teams to make sure Netskope and our partners are in alignment to provide the best customer experience possible.

Responsibilities include:

Build meaningful relationships with our partners

• This includes leveraging in-person, video conferencing and any other medium applicable to stay closely connected to our partners.
• Foster relationships spanning all the way from engineers to executives.

Educate and Evangelize

• You will proactively educate our partners on the Security Service Edge (SSE) transformation and how Netskope is uniquely positioned to help them be successful.
• You will train partners on Netskope leveraging both the Netskope Academy, online curriculum, self-developed content and your own knowledge.
• You will actively engage with a partner’s sales team to drive Netskope business and promote Netskope as the leader in Cloud Security/SSE.
• You will closely track, manage and promote Netskope Certifications and Accreditations across the partners you focus on.
• You will assist in building the Netskope Prime program, recruiting new members and contributing content to that program.
• Pitch-Demo-POC/POV: You will be instrumental in making sure our Partners are able to effectively (and independently) pitch, demo and run a POC/POV (proof of concept/proof of value) of the Netskope platform. This starts with making sure we have developed all the resources they need. You will be instrumental in helping to build that content.
• You will develop technical champions within the partner and make sure they have the confidence to lead with Netskope for SSE use cases.

Netskope Practice Development

• In this role, you will leverage your technical expertise on the Netskope platform and portfolio to develop practices within our partner community. These practices should directly lead to and ensure our partners can land, onboard, and support new customers.

Technical Advocacy

• As a Channel Solutions Engineer, you are the technical partner advocate within Netskope.
• You will connect partners with sales, engineering, product management, customer support and customer success as well as other groups required to ensure our mutual success.

Program Management

• To be successful, you must have discipline running your business.
• You will need to track, report and analyze the progress being made and make sure key metrics are being met.
• You will also be responsible for promoting new programs, managing existing programs and reporting on the progress being made on a monthly, quarterly and annual basis.
• You will quantitatively show that the Channel is adding value to our business.

Job Requirements:

• 7+ years of success in a similar role working for a vendor or a partner
• 7+ years of direct pre-sales experience
• Broad understanding of security, networking, proxies, authentication, and Internet fundamentals
• Hands on experience across a wide array of technologies
• A strong understanding of how to navigate large partner organizational structures
• A strong understanding and experience of Cloud Security from one or more vendors
• Demonstrated ability to lead cross-departmental collaboration on strategic initiatives
• Demonstrated ability to develop and execute on large, complex SaaS solution opportunities
• Experience managing and building executive-level relationships
• Excellent communication and follow-up skills and very engaging interpersonal skills
• Excellent writing and documentation skills
• Strong skills presenting in person and remotely
• A strong understanding of business metrics used by vendors and partners
• A strong understanding of partner service offerings and the value these bring to their customers and vendors
• A very high sense of urgency, ownership and initiative to “make stuff happen and get stuff done” (MSH/GSD)

Education/Travel:

• Minimum Education: Bachelor’s Degree in Business, Engineering or Computer Science and/or equivalent work experience
• Ability to travel as needed and as permitted by local health and safety laws

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