Senior Channel Sales Engineer

At Contrast Security, we’re redefining how organizations protect their software at the speed of modern development. With industry-leading Application Detection and Response (ADR), we give teams the power to detect, stop and fix real threats in real time. If you're passionate about building smarter, faster, more effective security, you’ll fit right in.

We’re looking for sharp minds, fearless builders, and problem-solvers who thrive on turning complex challenges into innovative solutions.

We are seeking a talented Channel and Alliances focused Sales Engineer with significant security expertise who will provide technical leadership to support our Channel and Alliance 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 and Alliance teams in technical activities aligned with the Channel and Alliances Go-to-Market strategies and plans. The successful candidate will be someone that understands and has experience managing the technical enablement of Channel and Alliance 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 and Alliance Managers in leading technical evangelism to support recruiting and enabling prospective and existing channel and Alliance partners.

Establishes technical learning paths to build Contrast Security technical knowledge and skillsets among the technical community within the channel and Alliance partner organizations (Pre-Sales and Post-Sales). The candidate will be comfortable curating, creating and delivering all technical content for Partner consumption. This candidate will work with Alliance practices for both DevSecOps and Security operations teams to drive adoption of Contrast solutions in to their reference architectures and GTM platforms

Support Channel and Alliance 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 and technical executives

Own the development of technical enablement content creation, including the delivery of this content to technical resources within the partner community

Educate customers on the ongoing trends and challenges that are driving the need for a modern software development lifecycle and help 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 Partner-driven marketing activities as-needed basis

Assist in the selling effort to partner technical resources during new partner recruitment

Work with channel and alliance partners to proactively expand our awareness and install base within existing accounts.

Collaborates with other SEs, sales teams, PM 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

Understand where Contrast fits in to the security ecosystem and position our integration strategy for success with appropriate Technology partners

Ability to travel 40%+ within the territory or as needed

We're transforming the way the world secures software. If you're ready to make a real impact, thrive in a fast-paced environment, and grow alongside a team of passionate professionals, we’d love to hear from you.

Apply today and help us shape the future of application security.