Channel Sales Engineer (API Security)
Job 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. Apply tot his job