Sales Engineer (Channels, North America)

Tenzai; Boston (MA); On-site; USD 120,000 - 180,000; Full time

Job summary

Tenzai is seeking its first North American Channel Sales Engineer to drive the technical enablement of our partner ecosystem in NA. You will own the technical face of Tenzai to partners and lead PoCs and trials with guidance from researchers, ensuring successful customer outcomes.

You will train and certify partner SEs, map accounts to our autonomous security capabilities, and translate field feedback into product enhancements while delivering high-impact technical demos and workshops.

Qualifications

• 7+ years of experience in Sales Engineering, Technical Account Management, or Partner/Channel SE roles within the cybersecurity space, preferably with experience in offensive security, pen-testing, or vulnerability management.
• Enablement Champion: you love teaching and empowering others, with a track record of onboarding and enabling channel partners, VARs, or GSIs.
• PoC Powerhouse: highly organized with an independent, scrappy mindset to manage multiple enterprise trials and partner engagements, ensuring partner self-sufficiency.
• The Communicator: comfortable with CISO-level discussions and security architects; high-energy, articulate, and clear.
• Founding Mindset: proactive in building partner-facing technical assets and programs to streamline GTM.
• Tech Depth: strong understanding of AppSec, networking, cloud infrastructure, and attacker mindset (adversary behavior, TTPs).

Responsibilities

• Own the Technical Win with Partners: lead strategy, enablement, and PoCs with partners; ensure trials meet customer success criteria.
• Partner Enablement & Education: train, enable, and certify partner Sales Engineers and Solutions Architects.
• Strategic Discovery & Account Mapping: map accounts and technical pain points to Tenzai capabilities.
• The Partner Bridge: relay partner/field requirements to R&D and Product for enhancements.
• Technical Orchestration & Demos: deliver demos, workshops, and deep-dives with partners.
• Solution Integration: help partners integrate Tenzai into MSSP offerings or customers' security stacks.

Skills

Sales Engineering

Technical Account Management

Partner/Channel SE

PoC

Communication

AppSec / Offensive Security

Job description

About Tenzai

Tenzai is the world’s first autonomous AI offensive security platform. While traditional tools provide static snapshots, Tenzai thinks and moves like an elite adversary, providing continuous, real-time validation of an enterprise's security posture. Led by veterans from Guardicore and Snyk, we are building a GTM team of "superstars" who are as transparent and friendly as they are driven.

About The Role

As our first North American Channel Sales Engineers, you will be the technical engine behind our partner ecosystem in NA. You will partner with our North American Channel leader and key regional partners (including VARs, MSPs, MSSPs, and boutique security consulting firms) to technically enable, support, and accelerate Tenzai’s expansion in the region.

You are the Owner of the technical aspects of the partner sales cycle. While you’ll be supported by our world-class internal Security Researchers and Pen-Testers for deep-dive technical nuances, you are the primary technical face of Tenzai to our partners, the strategist behind partner-led trials and Proof of Concepts (PoCs), and the technical advocate for our North American partner community.

Responsibilities

• Own the Technical Win with Partners: Lead the strategy, technical enablement, and execution of Proof of Concepts (PoCs) through and with partners. Ensure partner-led trials meet or exceed end-customer success criteria.
• Partner Enablement & Education: Train, enable, and certify partner Sales Engineers and Solutions Architects, ensuring they have the demo capabilities, product knowledge, and confidence to position Tenzai independently.
• Strategic Discovery & Account Mapping: Collaborate with NA Channel Managers and partner teams to map accounts, identify technical pain points within target environments, and map Tenzai's autonomous offensive security capabilities to customer needs.
• The Partner Bridge: Serve as the critical feedback loop between our North American partners and Tenzai’s R&D and Product teams, translating partner and field requirements into product features and enhancements.
• Technical Orchestration & Demos: Deliver high-impact technical demonstrations, workshops, and deep-dives alongside partners, and support them in overcoming complex technical scenarios.
• Solution Integration: Assist partners in defining how Tenzai integrates into their existing service offerings (such as MSSP managed testing) or a customer's security stack (SIEM, SOAR, EDR).

Requirements

• The Cyber & Channel Pro: You have 7+ years of experience in Sales Engineering, Technical Account Management, or Partner/Channel SE roles within the cybersecurity space, preferably with experience in offensive security, pen-testing, or vulnerability management.
• Enablement Champion: You love teaching and empowering others. You have a proven track record of technically onboarding and enabling channel partners, VARs, or GSIs.
• PoC Powerhouse: You are highly organized and possess the independent, "scrappy" mindset to manage multiple complex enterprise trials and partner engagements simultaneously, ensuring partner self-sufficiency.
• The Communicator: You are comfortable navigating a boardroom with a CISO and a Zoom room with partner security architects. You are high-energy, articulate, and exceptionally clear. You are also fun to
• Founding Mindset: You thrive in an environment where the playbook is still being written. You are proactive in building partner-facing technical assets and programs to streamline the partner GTM process.
• Tech Depth: You possess a strong understanding of AppSec, networking, cloud infrastructure, and the "Attacker's Mindset" (adversary behavior, TTPs).

Why Tenzai

• Working on problems that matter - Software is now written and deployed faster than it can be secured. Attackers are beginning to use AI to find vulnerabilities at scale. Tenzai exists to close that gap. It's a mission that requires elite hackers, and also sharp storytellers, wicked-smart operators, and experienced market builders.
• Building a category in the making - Tenzai is defining a new category in cybersecurity. That means every team — from research and engineering to product, brand, and go-to-market — has a chance to shape how the industry understands and adopts autonomous security. If you thrive building something from zero and helping a new idea take hold in the world, keep reading.
• Talent density - We believe small teams of exceptional people outperform large organizations. Tenzai was founded by veteran security experts and repeat entrepreneurs. We hire deliberately and value curiosity, initiative, and craftsmanship, whatever your discipline.
• Creating real impact, quickly - Whether you're building systems, shaping product experiences, telling the story, or helping customers succeed, your work will immediately influence how organizations secure their software. We move quickly, keep teams lean, and give humans ownership.
• Ambition with humility - We're tackling hard problems with a team that values deep expertise and thoughtful collaboration. Everyone here is learning, experimenting, and pushing the boundaries of what's possible. Plus, we love eating lunch together.