Sales Engineer (Channel)

Job Posted 21 Days Ago Posted 21 Days Ago
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Hiring Remotely in USA
Remote
134K-158K Annually
Senior level
Security • Cybersecurity
The Role
The Sales Engineer will assist partners and Channel Account Managers by providing technical support and training, leading pre-sales engagements, and shaping the channel program's strategy for sales success.
Summary Generated by Built In

About the Role

As the first dedicated Channel Sales Engineer, you will serve as the technical counterpart to our Channel Account Managers (CAMs), focusing on selling and positioning Abnormal Security within the partner ecosystem. Your role is to ensure that VARs and strategic partners can effectively understand, differentiate, and sell Abnormal’s solution to their customers.

Beyond day-to-day partner enablement and technical sales support, this is a strategic role that will help shape Abnormal’s channel program technical strategy, ensuring we have a scalable, repeatable model for driving technical alignment and sales success through our partners.

What You’ll Do

  • Serve as the technical counterpart to CAMs, ensuring that partners are equipped to sell and position Abnormal Security effectively.
  • Lead technical enablement efforts, delivering high-impact training sessions, workshops, and certifications that help partners understand Abnormal’s competitive differentiation.
  • Own technical positioning and messaging for the channel, ensuring that partners can clearly articulate Abnormal’s value proposition, differentiation, and competitive advantages.
  • Support pre-sales engagements, including partner-led customer demos, technical presentations, and Proof-of-Concept (PoC) guidance, to help drive deal progression and close opportunities.
  • Identify and develop new revenue opportunities with partners by aligning Abnormal Security’s capabilities with their existing customer base and solution offerings.
  • Collaborate with CAMs on go-to-market (GTM) strategies, ensuring that technical alignment is driving sales success in the channel.
  • Influence the technical strategy of the channel program, helping define scalable processes, tools, and resources that enable partners to drive more revenue.
  • Represent Abnormal Security at partner events, trade shows, and industry conferences, reinforcing our presence within the VAR and channel ecosystem.
  • Provide feedback to Sales, Product, and Marketing teams, ensuring that partner insights help refine messaging, roadmap priorities, and competitive positioning.

Must Haves

  • 7-10+ years of pre-sales engineering experience in cybersecurity, email security, or cloud security.
  • Experience working directly for a VAR and/or vendor
  • Strong ability to sell, position, and differentiate a security solution in a highly competitive market.
  • Familiarity with Microsoft 365, Google Workspace, and security automation platforms.
  • Excellent presentation, storytelling, and training skills, with the ability to simplify technical concepts for sales and business audiences.
  • Strategic mindset, with the ability to build repeatable partner sales enablement models that drive scale.
  • Strong self-starter mentality, able to operate effectively in a fast-growing and evolving channel environment.
  • Willingness to travel for partner enablement, joint sales activities, and industry events.

Bonus Qualifications

  • Experience in a foundational Channel SE role, helping to build or scale a partner technical enablement program.
  • Technical expertise in email security (DMARC, SPF, DKIM, Secure Email Gateways), cloud security, and API-based security solutions.
  • Industry certifications such as CISSP, CCSP, AWS/Azure Security, or Google Cloud Security Engineer.
  • Experience with API-based security solutions, automation, and cloud-native security architectures.
  • Previous startup or high-growth company experience.


At Abnormal Security certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons. We know that benefits are also an important piece of your total compensation package. Learn more about our Compensation and Equity Philosophy on our Benefits & Perks page.

Base salary range:

$133,900$157,500 USD

Top Skills

Google Workspace
Microsoft 365
Security Automation Platforms
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The Company
San Francisco, CA
175 Employees
On-site Workplace
Year Founded: 2018

What We Do

The Abnormal Security platform protects enterprises from targeted email attacks. Abnormal Behavior Technology (ABX) models the identity of both employees and external senders, profiles relationships and analyzes email content to stop attacks that lead to account takeover, financial damage and organizational mistrust. Though one-click, API-based Office 365 and G Suite integration, Abnormal sets up in minutes and does not disrupt email flow.
Abnormal Security was founded in 2018 by CEO Evan Reiser, CTO Sanjay Jeyakumar, Head of Machine Learning Jeshua Bratman, and Founding Engineers Abhijit Bagri and Dmitry Chechik. The team previously built behavioral profiling and machine learning technologies at Twitter, Google and Pinterest that are being applied to solve a problem that costs organizations $1 billion per year, according to the FBI. The Abnormal Security platform stops targeted phishing, business email compromise and account takeover attacks that have never been seen before.

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