Channel Sales Engineer (API Security)

Since 2016, Wallarm has been on a mission to secure the internet's critical infrastructure: APIs. Today, we are the trusted choice for over 200 of the world's most innovative companies, from high-growth startups to Fortune 500 and Nasdaq leaders. Our unified platform provides full-lifecycle API security — helping teams discover their attack surface, protect against modern threats, and respond to incidents in real-time. As a graduate of Y Combinator and fueled by a recent $55M Series C, we are scaling our global, remote-first team of 150+ innovators to solve the next generation of security challenges. About the role: As a Channel Sales Engineer, you will be the technical cornerstone of our partner ecosystem in the world. You’ll work directly with our channel partners — VARs, MSSPs, and distributors — to help them understand, demonstrate, and deploy our API security solutions effectively. You’ll also be responsible for designing and implementing scalable enablement programs that turn new partners into self-sufficient technical advocates. This is a high-impact, hands-on role suited for someone who thrives in startup environments, loves building things from scratch, and has a deep understanding of both channel dynamics and enterprise security sales. Responsibilities:

• Channel Technical Enablement
• Design, build, and execute technical training programs for channel partners (SEs, architects, and technical sellers).
• Create enablement assets such as labs, certification paths, demo environments, and best practice guides.
• Conduct live and virtual training sessions to onboard and certify partner teams.
• Pre-Sales and Deal Support
• Support partners in discovery, proof-of-concept, and technical validation processes with end customers.
• Deliver product demos, architecture workshops, and API security assessments alongside partner teams.
• Act as a trusted advisor on how our platform integrates into complex enterprise security ecosystems.
• Channel Growth and Feedback
• Collaborate with Channel Sales Managers to identify and activate new partners.
• Provide product feedback and advocate for partner feature requests to Product and Engineering teams.
• Track and report on partner enablement KPIs, adoption rates, and certification progress.

We are looking for candidates with:

• 5+ years of experience as a Sales Engineer or Solutions Architect, including 2+ years in a channel-focused SE role (supporting MSSPs, VARs, or distributors).
• Strong understanding of API security, web application firewalls (WAFs), AppSec, or network security technologies.
• Proven experience building enablement programs from zero — creating training content, labs, and certification frameworks.
• Startup experience — comfortable wearing multiple hats, working cross-functionally, and iterating quickly in a fast-moving environment.
• Excellent presentation and communication skills; able to simplify complex technical concepts.
• Hands-on familiarity with cloud environments (AWS, GCP, Azure) and API tools (Postman, Swagger, Burp, etc.) preferred.
• Willingness to travel (~25%) for partner visits, events, and enablement sessions.

Nice to have:

• Experience with DevSecOps, API gateways, or CI/CD integrations.
• Background in security channel programs or partner-led go-to-market motions.
• Technical certifications (e.g., AWS, Kubernetes, or security-related credentials) a plus.

Why Join Us:

• Be part of a category-defining company in the booming API Security space.
• Play a foundational role in shaping our channel strategy and technical partner ecosystem.
• Work with a passionate, high-performing team at the intersection of security, innovation, and go-to-market strategy.
• Remote work and flexible working hours.
• Competitive salary and bonuses.
• Paid days off and medical insurance.
• Working equipment.
• Professional development and career growth opportunities.

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