Sales Engineer - Channel

Menlo Security is the leader in Browser Security for human and agentic workforces. Our mission is to enable humans and agents to connect, communicate, and collaborate securely, without compromise. The Menlo Browser Security Platform protects organizations from cyberattacks by stopping threats across the web, documents, and email before they reach the user. With Menlo Agent Runtime Security (MARS), that protection now extends to the AI agents working alongside every employee. Menlo Security is trusted by major global businesses, including Fortune 500 companies and government agencies, to protect their most valuable asset, their data, and is backed by top-tier investors.

Menlo Security Channel Sales Engineer is a channel-focused, highly technical sales professional who provides support and guidance to channel partners, while collaborating with Channel Account Managers and channel organizations to recommend and develop appropriate security-focused solution offerings. The SE acts in a consultative fashion and is looked to as an expert in the IT security field by the channel team, channel partners and customers.

Responsibilities

• Articulate the benefits of Menlo Security products and services for both technical and non-technical audiences. Research technical requirements of a channel-led opportunity to scope and architect a solution that meets the customer’s needs.

• Understand the customer's business drivers and map them to Menlo Security products and services that meet both their needs and budget.

• Support Proof of Concept (POC) engagements on channel-led opportunities. This includes deployment, configuration and troubleshooting of Menlo Security products and services, training of individuals on the use of Menlo Security products and services, acting as an interface between channel partners and Menlo Security's technical staff to lead the POC engagements to success.

• Provide reporting and feedback on channel partners and field activities to Sales, Product Management and Engineering.

• Work closely with channel partners to enable partner self-sufficiency and drive channel-led opportunities.

• Work closely with channel partners to grow and expand the implementation and integration of Menlo Security products and services.

• Support channel-led marketing campaigns and events.

Requirements

• Bachelor's or master's degree in computer science or related discipline or equivalent experience.

• 5+ year experience in sales engineering role.

• Excellent knowledge and experience in deployment, configuration and troubleshooting of a wide variety of IT security technologies and solutions, especially the following fucus areas:

  • Web Technologies and Security (HTTP(S), Proxy, TLS Inspection, URL Filtering, Anti-Virus, Sandbox)

  • Email Technologies and Security (SMTP(S), SPF/DKIM/DMARC, Anti-Spam, Anti-Virus, Sandbox)

  • Network Technologies and Security (OSI Model, TCP/IP, IPv4/IPv6, DNS, Routing, Switching, Subnetting, VLAN, Tap, Load Balancing, Firewall, IPS/IDS, VPN)

  • Other Technologies and Security (DLP, CASB, SIEM, EDR/NDR/XDR, SOAR)

  • Malware Analysis (Static and Dynamic)

  • Digital Forensics and Incident Response (Host-based and Network-based)

  • Enterprise Architecture (Active Directory, ADFS, SCCM, LDAP, RADIUS, TACACS+, SAML, MFA, PKI)

  • Virtualization Technologies (VMware, Citrix, Hyper-V, KVM)

  • Cloud Computing Services (GCP, AWS, Azure)

• Excellent knowledge and experience in maintaining sales engagement processes and progress in SFDC.

• Excellent knowledge and experience in managing technical responses to RFIs/RFPs.

• Fluent reading, writing and speaking skills in Japanese and English.

• Overnight travel throughout Japan and other countries (mainly USA) is required.

Additional Qualifications

• Strong leadership skills with the ability to independently prioritize and execute project tasks in a methodical and disciplined manner. Set and manage expectations with senior stakeholders and team members.

• Exceptional written and oral communication skills. This role requires an ability to understand and articulate both the business benefits (value proposition) and technical advantages of Menlo Security products and services.

• Understand and be conversant about Menlo Security competitors, their solutions, strengths, weaknesses, opportunities and threats.

• Familiarity with various hacking and exploitation tools and methodologies, common malware families, and evasion techniques.

• Hold cybersecurity certifications such as ISC2, GIAC, IPA.

• Hold English certifications of Eiken Grade Pre-1+, TOEIC 800+ or equivalent.

  Please note that this role requires the candidate to be based in Tokyo, and relocation sponsorship is not available.

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Why Menlo?

At Menlo, we don't settle for the status quo — in our technology or our culture. How we think and act is just as important as what we build. Our culture is defined by five core mindsets: Proactive Leadership, Straight Talk, United Impact, Elevated Talent, and Customer-Compelled. We take ownership and drive outcomes without waiting to be told. We communicate directly and seek hard truths. We break down silos and win together. We hold a high bar for ourselves and the people around us. And we treat every customer interaction as mission-critical. If you're someone who sees it, owns it, solves it, and does it — you'll thrive here.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

TO ALL AGENCIES: Please, no phone calls or emails to any employee of Menlo Security outside of the Talent organization. Menlo Security’s policy is to only accept resumes from agencies via Ashby (ATS). Agencies must have a valid services agreement executed and must have been assigned by the Talent team to a specific requisition. Any resume submitted outside of this process will be deemed the sole property of Menlo Security. In the event a candidate submitted outside of this policy is hired, no fee or payment will be paid.