Channel Sales Engineer

Bitdefender

Bitdefender is a cybersecurity leader delivering best-in-class threat prevention, detection, and response solutions worldwide. Guardian over millions of consumer, business, and government environments, Bitdefender is the industry’s trusted expert for eliminating threats, protecting privacy and data, and enabling cyber resiliency. With deep investments in research and development, Bitdefender Labs discovers 400 new threats each minute and validates 30 billion threat queries daily. The company has pioneered breakthrough innovations in threat prevention, detection and response, behavioral analytics, and artificial intelligence. Its technology is licensed by over 200 of the world’s most recognized technology brands. Founded in 2001, Bitdefender has customers in 170 countries with offices worldwide. 

Job Scope:  
Drive revenue growth through Bitdefender’s B2B channel partner ecosystem by providing technical sales support to resellers, systems integrators, distributors and technology partners. The Channel Sales Engineer or Channel Solutions Engineer enables partner success through technical training, joint sales activities, and solution development while expanding our market reach through indirect sales channels. 

Key Responsibilities: 
*Partner Enablement & Training 
*Develop and deliver Bitdefender technical training programs for channel partners on *Bitdefender cybersecurity solutions 
*Create partner-specific Bitdefender technical content including sales tools, competitive battle cards, and solution guides 
*Conduct regular technical workshops and certification programs to maintain partner competency 
*Provide ongoing technical support and mentoring to partner sales teams 
*Joint Sales Activities 
*Support partners in complex Bitdefender sales opportunities by participating in customer meetings and technical presentations 
*Lead technical aspects of partner-driven deals including Bitdefender solution design and proof-of-concept implementations 
*Collaborate with partners on RFP responses and Bitdefender technical proposal development 
*Assist partners with Bitdefender competitive positioning and objection handling strategies 
*Solution Development & Go-to-Market 
*Work with partners to develop industry-specific or use-case-specific Bitdefender solution packages 
*Support joint go-to-market initiatives including webinars, events, and marketing campaigns 
*Help partners integrate Bitdefender solutions with their existing service offerings and technical capabilities 
*Collaborate on Bitdefender reference architectures and implementation methodologies 
*Partner Relationship Management 
*Build and maintain strong technical relationships with key partner stakeholders 
*Conduct regular business reviews with partners to assess performance and identify growth opportunities 
*Gather partner feedback and advocate for partner needs with internal product and engineering teams 
*Support Bitdefender partner onboarding and ongoing relationship development 

Required Qualifications:
*4-6 years of experience in technical sales, partner management, or cybersecurity roles 
*Strong understanding of channel sales models and partner ecosystem dynamics 
*Proven experience working with system integrators, resellers, or technology partners 
*Excellent presentation and training skills with ability to educate diverse technical  audiences 
*Experience with enterprise cybersecurity solutions and security operations 

Preferred Qualifications:
*Previous channel sales engineering experience at a cybersecurity or enterprise technology   company 
*Experience developing partner programs and technical enablement materials 
*Understanding of managed security service providers (MSSP) and their business models 
*Cybersecurity certifications and ability to help partners achieve certifications 
*Experience with partner relationship management (PRM) systems