Sales-Engineer, Channel-Sales-Engineer, Solutions-Engineer Jobs

Hypori is looking for a hands-on Channel Sales Engineer to join our growing commercial sales team. You will be the technical engine behind our channel program, enabling engineers at MSSPs, MSPs, RPOs, and C3PAOs to sell, scope, and deploy Hypori on their own. You will work alongside the Channel Account Manager and report to the VP of Commercial Sales.

Most of the 100,000+ companies in the Defense Industrial Base buy security through the partner that runs their IT, and those partners only sell what their own engineers trust. Hypori is proven at scale, with more than 95,000 Department of War users and IL5, FedRAMP High, NIAP Common Criteria, NSA CSfC, CMMC 2.0 Level 2, and SOC 2 Type II. The channel program is new, and the person in this seat builds its technical foundation. Success is measured by partner-sourced pipeline, technical win rate, and partners who can run a deal without you.

Responsibilities

• Build the partner technical certification path with the Channel Account Manager
• Enable partner engineers to demo, scope, and deploy Hypori without us in the room, taking every new partner from signature to first deployment
• Maintain reference architectures, deployment guides, and partner lab environments
• Equip partner sellers and compliance leads to defend the CMMC scope reduction argument
• Understand the why first: why the partner’s or client’s current setup isn’t enough, why now, why Hypori, and why not the status quo
• Lead discovery, demos, and proof-of-value engagements on partner-led deals against agreed success criteria
• Use MEDDPICC to validate technical decision criteria, build technical champions, and flag unqualified deals early
• Scope deployments across identity, multi-tenant design, app delivery, licensing, and the assessment boundary
• Answer security questionnaires, RFIs, and shared responsibility requests
• Help partners package Hypori into managed service offerings with multi-tenant administration and RMM, PSA, and SIEM integrations
• Bring partner and field requirements to Product and Engineering
• Support channel campaigns, webinars, and events, including CMMC CON
• Over time, help stand up the technical foundation for a broader security reseller and solution provider channel

Qualifications

• 3–5 years as a sales engineer, solutions engineer, or solutions architect at a SaaS cybersecurity vendor, MSP, or MSSP
• A track record supporting cybersecurity sales, with measurable technical win rates
• Hands-on experience enabling MSP or MSSP partners, including building your own certification and enablement content
• CMMC 2.0 and NIST SP 800-171 depth. Be ready to scope an assessment boundary and defend scope reduction in the interview
• Endpoint security architecture expertise across mobile, identity, and data protection
• MEDDPICC fluency and strong Salesforce hygiene
• Location: Remote, United States, with travel up to 40 percent to partner sites and industry events

Who You Are

• Speed: You move with urgency and get things done today, not next week
• Focus: You spend your time on the partners and deals that will actually move
• Extreme ownership: Partner readiness and technical wins are yours. No excuses
• Accountability: You do what you say, when you say. You flag slips early
• Coachability: You ask for feedback, act on it, and get better
• Humility: You know what you don’t know, and you say so
• Creativity: You find new ways to make partner engineers self-sufficient

Preferred Attributes

• Technical credibility: The bar is high. You need credibility with a partner’s lead engineer and compliance lead, on your own
• CMMC and 800-171: CUI vs. FCI, the 5 asset categories, how an unmanaged device moves from CUI Asset to out of scope, the External Service Provider question, FedRAMP Moderate equivalency under DFARS 7012, and SPRS scoring
• Microsoft 365 GCC High: Commercial vs. GCC vs. GCC High, enclave vs. full-tenant migration, and where Hypori shrinks the GCC High footprint
• Endpoint and mobile security: MDM, UEM, MAM, mobile threat defense, EDR, enterprise browser, VDI, and DaaS. You know where the data rests in each
• Identity and networking: SSO, SAML, SCIM, conditional access, Entra ID, Okta, derived credentials for CAC and PIV, and cloud networking in AWS and Azure
• Prior time at an MSP, MSSP, RPO, or C3PAO serving defense contractors
• CMMC CCP or CCA, CISSP, Security+, or Microsoft security certifications
• Experience in an early-stage channel program
• Military service or Department of War civilian experience

About Us

Compensation: $200,000 – $225,000 on-target earnings, split 80/20 between base salary and variable compensation ($160,000 – $180,000 base salary, commensurate with experience), plus equity. Targets are based on partner-sourced channel bookings, partner technical certifications, and technical win rate.

Originally posted on Himalayas

Cohesity is a leader in AI-powered data security and management. Aided by an extensive ecosystem of partners, Cohesity makes it easy to secure, protect, manage, and get value from data — across the data center, edge, and cloud. Cohesity helps organizations defend against cybersecurity threats with comprehensive data security and management capabilities, including immutable backup snapshots, AI-based threat detection, monitoring for malicious behavior, and rapid recovery at scale.

We’ve been named a Leader by multiple analyst firms and have been globally recognized for Innovation, Product Strength, and Simplicity in Design.

Join us on our mission to shape the future of our industry.

We are seeking a driven and technically strong Senior Channel Sales Engineer to build deep technical relationships with strategic partners and drive technical preference for Cohesity's modern data security and management platform. This role is suited for a high-performing Sales Engineer who is building depth across security, data protection, and cloud technologies while expanding their ability to influence partner behavior without direct authority.

As a Senior Channel Sales Engineer, you will own the technical relationship with assigned partners, working alongside Channel Account Managers, Account Executives, and field SEs. You will engage partner SEs, practice leaders, and technical executives, and orchestrate the connections between those partner stakeholders and the right Cohesity resources. Your success is measured by whether partners choose to lead with Cohesity and can position it confidently without you in the room.

This role emphasizes relationship ownership, enablement quality, and execution discipline. You will take on growing ownership of partner-level technical strategy, with guidance and support from senior SEs and leadership. Expect to travel approximately 50% of the time for partner meetings, enablement sessions, and events.

HOW YOU'LL SPEND YOUR TIME HERE:

• Build and sustain trusted technical relationships with partner SEs, practice leaders, and technical executives, with the goal of making Cohesity the partner's preferred platform for data security and resilience.
• Drive technical partner preference by moving partner SEs from awareness to confident, independent positioning of Cohesity in their own accounts.
• Deliver technical enablement that sticks, including workshops, demos, hands-on labs, certification pathways, and competitive positioning sessions tied to the partner's revenue and services opportunities.
• Orchestrate relationships across Cohesity and the partner, connecting partner SEs and executives with Channel Account Managers, Account Executives, field SEs, Product Management, Engineering, and Support so the right people are engaged at the right time.
• Translate Cohesity's Data Cloud portfolio (backup, recovery, cyber resilience, and data security management) into partner-led revenue motions and services plays that make commercial sense for the partner.
• Run a consistent engagement cadence with assigned partners, tracking technical engagement, certification, and readiness, and holding both sides accountable to the plan.
• Equip partners to position Cohesity against incumbent and emerging vendors by understanding how they sell and where they are exposed.
• Partner with field SEs and Account Executives to hand off active opportunities, while coaching partners to lead technical conversations in the accounts they own.
• Relay partner feedback and technical friction points to Product Management, Engineering, and Support, and close the loop with partners on outcomes.

WE'D LOVE TO TALK TO YOU IF YOU HAVE MANY OF THE FOLLOWING:

• Proven experience in pre-sales Sales Engineering or Solutions Consulting supporting infrastructure, data protection, security, or cloud platforms, ideally within a channel, reseller, distributor, or partner-facing capacity.
• Hands-on experience with backup, recovery, data protection, storage, or cyber resilience technologies across on-prem, hybrid, and cloud architectures.
• Working knowledge of data security concepts, including ransomware resilience, immutable storage, encryption, and access controls.
• Familiarity with competitive technologies and an interest in developing competitive positioning skills.
• Experience designing and delivering technical enablement, such as workshops, labs, or training programs, that changes how an audience sells or builds.
• Demonstrated ability to build trust and influence behavior across organizations without direct authority.
• Understanding of how resellers, VARs, distributors, and service providers make money, and how that shapes which solutions they choose to lead with.
• Ability to translate technical architecture into clear partner value and business outcomes.
• Experience working alongside Account Executives and Channel Account Managers in matrixed, multi-stakeholder environments.
• Demonstrated ability to leverage AI tools to enhance productivity, streamline workflows, and support decision making.
• Strong communication and presentation skills, able to convey technical concepts to partner executives, partner SEs, and field audiences.
• Execution discipline, including the ability to manage cadence, track engagement, and drive follow-through across multiple partners.
• Bachelor's degree in Computer Science, Engineering, Mathematics, or equivalent practical experience.
• Industry certifications in cloud, data, or adjacent technologies are a plus.
• Must have English language proficiency (able to interact fluently when speaking, reading, and writing in a professional setting).
• Ability and willingness to travel approximately 50% of the time, including partner sites, regional events, and Cohesity internal meetings.

Disclosure Pursuant to Applicable State Equal Pay Transparency Laws - This position has a starting pay range as listed below. Actual salary depends upon many factors, including a candidate’s skills, qualifications and experience, location, and salary expectations, and therefore a starting salary at the low end, high end, or even above the stated range may be offered. This position may also be eligible for bonus compensation, commission (if in a sales function), and/or equity grants. Additionally, full-time employees are eligible to participate in our comprehensive benefits framework, including health and wellness benefits, vacation, paid holidays and refresh days, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.

The compensation noted above is based on an annualized hourly rate assuming normal full-time employment.

Current pay transparency shows the OTE (On-Target Earnings) for commission-based roles.

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Equal Employment Opportunity Employer (EEOE)

Cohesity is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at 1-855-9COHESITY or for assistance.

In-Office Expectations

Cohesity employees who are within a reasonable commute (e.g. within a forty-five (45) minute average travel time) work out of our core offices 2-3 days a week of their choosing.

We strongly prefer candidates who are currently located in or near the designated job location. Candidates outside the area should apply only if they are committed to relocating prior to their start date and have the legal right to work in the job location.

Originally posted on Himalayas