Job description
Description
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.
Requirements
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.
