Channel Sales Engineer

Contrast Security Remote PST Full-time

Contrast Security is the world’s leader in Runtime Application Security, embedding code analysis and attack prevention directly into software. Contrast’s patented security instrumentation disrupts traditional AppSec approaches with integrated and comprehensive security observability that delivers highly accurate assessment and continuous protection of an entire application portfolio. The Contrast Runtime Security Platform enables powerful Application Security Testing and Application Detection and Response, allowing developers, AppSec teams, and SecOps teams to better protect and defend their applications against the ever-evolving threat landscape. Application Security programs need to modernize and Contrast empowers teams to innovate with confidence.
About the Position
We are seeking a talented Channel focused Sales Engineer with significant security expertise who will provide technical leadership to support our Channel Partners. This unique position seeks an individual that is a creative thinker who will be a member of the Global Sales Engineering team while supporting the Global Channel team in technical activities aligned with the Channel Go-to-Market strategy and plan. The successful candidate will be someone that understands and has experience managing the technical enablement of Channel partners. Your thorough understanding of AppSec, DevSecOps, and the Software Development Lifecycle, and the ability to craft a compelling technical vision around the Contrast Security Platform, will be crucial to your success. The ideal candidate will be able to articulate and demonstrate the value of Contrast Security’s solutions to both technical and non-technical audiences across the partner ecosystem effectively.
In this Role
A successful candidate will align with Channel Managers in leading technical evangelism to support recruiting and enabling prospective and existing channel partners.
Establishes technical learning paths to build Contrast Security technical knowledge and skillsets among the technical community within the channel partner organizations (Pre-Sales and Post-Sales). The candidate will be comfortable curating, creating and delivering all technical content for Channel consumption.
Support Channel Partners in all internal and external (Customer) focused technical activities, including but not limited to Demo Platform Buildouts, Webinars, Marketing Events, and Customer activities such as Demonstrations and Proof-of-Value (POVs).

Responsibilities:

  • Cultivate trusting relationships with key partners and establish solid working relationships with their technical resources
  • Own the development of technical enablement content creation, including the delivery of this content to technical resources within the channel community
  • Educate customers on the ongoing trends and challenges that are driving the need for a modern software development lifecycle and help channel partners understand how Contrast addresses these challenges
  • Deliver compelling demos, best practices sessions on the Contrast Platform, deployments & workshops as needed
  • Provide on-the-job training for partner SEs by allowing partner SE to shadow presentations and evaluation installations
  • Help partners create evaluation test plans with customers that highlight the strengths of our platform to position Contrast as the clear leader in this space
  • Present at channel-driven marketing activities as-needed basis
  • Assist in the selling effort to partner technical resources during new partner recruitment
  • Work with channel partners to proactively expand our awareness and install base within existing accounts.
  • Collaborates with other SEs, sales teams, and trainers

Qualifications:

  • 3+ years of Enterprise software presales experience 
  • Must know Application security solutions and technologies (SAST, DAST, IAST, RASP, WAF), OWASP Top 10, software development concepts and the SDLC, Linux, Windows, Network architecture/implementation/configuration experience, DevOps, CI/CD, vulnerability remediation, WAFs, general bug tracking and build systems 
  • 3+ years of development experience – you must have some scripting or programming experience and be able to walk through code-level results with clients when needed (JAVA and .NET experience preferred but not required) or have relevant AppSec expertise 
  • Strong leadership skills with the ability to prioritize and execute in a systematic and disciplined manner 
  • Exceptional written and oral communication skills. This role requires an ability to understand and articulate both the business benefits (value proposition) and technical advantages of Contrast products and solutions 
  • The ability to tell a story convincingly is a must 
  • Hands-on experience with the “modern software stacks” and tools and platforms such as Docker, Kubernetes, Git (and related systems such as Bitbucket), Amazon Web Services, Azure, Google Cloud Platform, Cloud Foundry, and other IaaS and PaaS platforms 
  • Understand and be conversant about Contrast’s competitors, their solutions, strengths, weaknesses, opportunities, and threats 
  • Ability to travel 40%+ within the territory or as needed