Channel Solutions Engineer - Optiv

Today, there's more data and users outside the enterprise than inside, causing the network perimeter as we know it to dissolve. We realized a new perimeter was needed, one that is built in the cloud and follows and protects data wherever it goes, so we started Netskope to redefine Cloud, Network and Data Security. 

The Netskope Channel Solutions Engineer is a strategic pre-sales role at Netskope with a wide array of responsibilities focused on expanding our strategic partner ecosystem in North America. As a Channel Engineer, you will be a trusted advisor, driving revenue growth by fostering strong relationships with channel partners and ensuring they have the knowledge and tools needed to succeed. 

To be successful in this role, the ideal candidate will:

Build meaningful relationships with our partners:

• This includes leveraging in-person, video conferencing, and any other medium applicable to stay closely connected to our partners.
• Build relationships spanning all the way from engineers to executives.

Educate and Evangelize:

• You will proactively educate our partners on the Secure Service Edge transformation and how Netskope is uniquely positioned to help them be successful. 
• You will train partners on Netskope leveraging both the Netskope Academy, online curriculum, self-developed content, and your own knowledge.
• You will actively engage with a partner’s sales team to drive Netskope's business and promote Netskope as the leader in cloud security.
• You will closely track, manage and promote Netskope Certifications and Accreditations across the partners you focus on. 
• You will also assist in building the Netskope Prime program, recruiting new members, and contributing content to that program.
• Pitch-Demo-POV: You will be instrumental in making sure our partners are able to effectively (and independently) pitch, demo, and run a POC on Netskope. This starts with making sure we have developed all the resources they need. You will be instrumental in helping to build that content.

Netskope Practice Development:

• In this role, you will also leverage your technical expertise on the Netskope platform and portfolio to develop practices within our partner community. These practices should directly lead to and ensure our partners can land, onboard, and support new customers.

Technical Advocacy:

• As a Channel Solutions Engineer, you are the technical partner advocate within Netskope.
• You will connect partners with sales, engineering, product management, customer support, and as well as other groups required to ensure our mutual success.

Program Management:

• To be successful, you must have discipline running your business. 
• You will need to track, report, and analyze the progress being made and make sure key metrics are being met.
• You will be responsible for promoting new programs, managing existing programs, and reporting on the progress being made on a monthly, quarterly and annual basis.
• You will quantitatively show that the Channel is adding value to our business.

To join our team, the ideal candidate has:

• 7+ years of success in a similar role working for a vendor or a partner
• 7+ years of direct pre-sales experience
• A proven track record of building successful relationships with at least one large national VAR such as Optiv, Presidio, etc. 
• Broad understanding of security, networking, proxies, authentication, and Internet fundamentals
• Hands-on experience across a wide array of technologies
• Strong understanding of how to navigate large partner organizational structures
• Strong understanding and experience of cloud security from one or more vendors
• Demonstrated ability to lead cross-departmental collaboration on strategic initiatives
• Demonstrated ability to develop and execute on large, complex SaaS solution opportunities
• Experience managing and building executive-level relationships
• Excellent communication and follow-up skills 
• Excellent writing and documentation skills
• Strong skills presenting in person and remotely
• A strong understanding of business metrics used by vendors and partners
• A high sense of urgency and ownership
• Minimum Education: Bachelor’s Degree in Business, Engineering or Computer Science and/or equivalent work experience
• Ability to travel as needed and as permitted by local health and safety laws

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