Sales Engineer - Channel
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Description
Island is the ideal environment for enterprise work — security is everywhere without ever getting in the way. Island unifies AI enablement, network access, data protection, identity, and endpoint control into one coherent workspace, giving organizations universal visibility and control while delivering a fast, fluid, beautifully simple experience to users. It's not just a better way to secure work. It's a better way to work.
Backed by Coatue Management, Insight Partners, Sequoia Capital, and others, and trusted by some of the largest enterprises on the planet, Island is redefining what the modern workplace can be.
Recent Awards:
2026 - #28 + ONLY DFW Company on the CNBC Disruptor 50 List
2025 - #1 in LinkedIn's Top Startups of 2025
2025 - #6 in the 2025 Dallas 100™ Entrepreneur Awards
2025 - Forbes Cloud 100
Position Overview:
We are seeking a Channel Sales Engineer (SE) to drive technical engagement, enablement, and success across our partner ecosystem. This role bridges technical expertise and channel strategy, ensuring that partners are fully equipped to position, sell, and support our technology solutions. The Channel SE collaborates closely with Channel Account Managers (CAMs), partner SE teams, and technical resources to build deep relationships and accelerate joint sales opportunities.
What You’ll Do
Partner and CAM Enablement
- Support CAMs through joint partner engagement activities after foundational sales work is completed.
- Maintain regular communication with CAMs on all partner-facing technical interactions.
- Conduct quarterly follow-ups with CAMs post-partner training completion.
- Lead or assist with account mapping, opportunity qualification, and partner technical development.
Technical Enablement and Support
- Provide monthly technical updates to partner SEs including:
- Product releases and solution updates
- Customer testimonials and use cases
- Engineering blogs and resources
- Upcoming training or certification opportunities
- Deliver on-site and virtual enablement sessions (e.g., webinars, lunch & learns, and demo labs).
- Support partners with technical deep dives and demo environments.
Formal Partner Enablement Process
- Lead quarterly roadshows with a structured format:
- Demo presentations
- Lunch and learn sessions
- On-site labs and customer engagements
- Ensure partner attendance and participation tracking during training events.
- Prepare enablement materials and pre-work for certification classes.
Technical Resource Collaboration
- Drive technical relationships within partner organizations.
- Conduct one-on-one technical sessions and build rapport with partner engineers.
- Coordinate with third-party vendors for joint demos, labs, or co-marketing events.
Competitive Intelligence and Market Positioning
- Research competitor products and replacement opportunities.
- Build “better together” solution integrations with strategic technology partners.
- Track partner deal metrics including conversion rates, deal cycle times, and opportunity size.
- Participate in key cybersecurity or industry events to stay up-to-date on trends and competitor moves.
- Serve as an extension of the CAM team, providing technical credibility in partner sales cycles.
What You Bring
- 5+ years of experience in technical pre-sales, partner enablement, or channel sales engineering.
- Strong understanding of SaaS, cybersecurity, and enterprise networking solutions.
- Excellent presentation and communication skills, both written and verbal.
- Comfortable working cross-functionally with sales, marketing, and product teams.
- Ability to travel up to 50% for partner events, trainings, and conferences.
Island is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, or veteran status.