Channel Sales Engineer

Description Zafran is looking for a passionate, partner-obsessed Channel Sales Engineer to join our growing global Go-To-Market organization. In this role, you will be the technical face of Zafran to our channel ecosystem - resellers, MSSPs, GSIs, and service partners - educating, enabling, and elevating them into trusted Zafran experts. You will own the technical relationship with our partners across the full lifecycle: pre-sales enablement, co-selling on opportunities, MSSP service design, and post-sale services delivery readiness. If you love building partner communities, geeking out on cybersecurity, and turning partners into force multipliers, we'd love to hear from you. About Zafran: Our Mission: To stop the exploitations of vulnerabilities, everywhere. What makes us different: Zafran de-risks 90% of critical vulnerabilities overnight across your hybrid environment and uses your existing security tools to rapidly mitigate and remediate the 10% most likely to be exploited. ​​Who’s behind us: Zafran is backed by Sequoia Capital, Cyberstarts, and a deep belief that cybersecurity should move as fast as attackers do. We’re one of the fastest-growing companies in the industry, scaling to meet demand from the world’s most advanced, security-obsessed organizations. We’re serious about our mission- so expect work that matters, teammates who challenge and inspire you, and plenty of fun along the way! What you will do: Partner Enablement & Training Build and deliver the technical enablement curriculum for Zafran's channel partners, including resellers, MSSPs, MDR providers, and GSIs - from intro sessions through deep-dive certifications. Run hands-on workshops, bootcamps, and lab environments that turn partner SEs and consultants into self-sufficient Zafran experts. Develop and maintain partner-facing technical content: demo scripts, battle cards, competitive positioning, POV playbooks, and reference architectures. Drive partner technical certification programs and measure partner readiness across pre-sales, deployment, and services skills. Pre-Sales Co-Selling Partner with channel account managers and partner sellers to support joint opportunities - leading or assisting with discovery, demos, POVs, and technical objection handling. Coach partner SEs on Zafran's technical sales motion so they can independently run their own deals over time. Engage directly with end-customer technical buyers alongside partners, including security architects, vulnerability management leaders, and CISOs. Support strategic RFPs and RFIs sourced through the channel with differentiated technical input. MSSP & Services Enablement Work with MSSP and MDR partners to design Zafran-powered service offerings, helping them operationalize the platform for multi-tenant delivery. Partner with GSIs and services partners to build repeatable Zafran deployment, integration, and remediation services packages. Advise partners on operational best practices: tenant onboarding, integration design, workflow automation, and customer reporting. Serve as the escalation point for partner technical questions during service design and early delivery. Cross-Functional Collaboration Serve as the technical bridge between partners and Zafran's product, engineering, and customer success teams - surfacing partner and field feedback that influences roadmap priorities. Collaborate closely with the field SE team to ensure consistent technical messaging between direct and partner motions. Contribute to partner program design, tiering criteria, and technical requirements alongside the Channel leadership team. Market & Thought Leadership Represent Zafran at partner summits, QBRs, joint marketing events, and industry conferences through demos, presentations, and on-stage sessions. Stay current on threat intelligence, cybersecurity trends, and the evolving CTEM market to advise partners with credibility. Evangelize Zafran's value proposition inside partner organizations to build internal champions across their sales, SE, and services teams. Requirements Minimum of 5 years' experience in a pre-sales, sales engineering, or partner SE role within cybersecurity. Demonstrated experience working with channel partners - resellers, MSSPs, MDR providers, GSIs, or services partners - in an enablement or co-selling capacity. Deep understanding of security industry trends, products, and solutions, including vulnerability management, risk management, endpoint security, and compliance requirements. Strong training and facilitation skills, with a track record of delivering technical enablement to diverse audiences. Proven ability to work effectively both independently and as a collaborative team member across sales, channel, product, and services functions. Strategic approach to technical selling, with a strong grasp of partner economics and how partners build profitable security practices. Self-motivated and capable of working with minimal supervision in a fast-paced, high-growth environment. Exceptional verbal and written communication skills, with an emphasis on training delivery, solution positioning, and business justification. Outstanding presentation and demonstration abilities. Willingness to travel to partner sites, events, and customer engagements as needed. Preferred Qualifications Familiarity with the CTEM (Continuous Threat Exposure Management) market and the relevant vendor landscape. Experience designing or supporting MSSP/MDR service offerings on top of a security product. Background working with GSIs or boutique security services firms on repeatable service packages. Experience building partner certification or technical enablement programs from scratch. At Zafran, people matter! We provide a robust benefits program that includes flexible PTO, health insurance plans (medical, dental, vision), a monthly stipend for phone and internet, 401k, flexible spending account, and a home office stipend when joining! We also provide access to frontier AI models, including Claude, so every employee can work smarter, move faster, and build an AI-first career from day one. At Zafran, we’re proud to be an equal opportunity employer. We believe the best teams are built by people who think differently, come from all kinds of backgrounds, and aren’t afraid to challenge the status quo. We welcome everyone across race, religion, gender, gender identity or expression, sexual orientation, age, disability, national origin, and veteran status, because what matters most is what you bring to the table. If you’re curious, fun, and someone who gets things done, we’d love to meet you