Sales Engineer (Channels, North America)

Tenzai Inc.; Boston, Northern (MA, KY); Hybrid; USD 120,000 - 160,000; Full time

Job summary

Tenzai Inc. is hiring a Sales Engineer to lead technical engagements with North American channel partners, enabling partners, conducting PoCs, and driving adoption of our autonomous security platform.

You will work closely with regional partners (VARs, MSPs, MSSPs, consulting firms) to map accounts, articulate technical value, and translate partner needs back to R&D. The role requires a strong communicator who thrives in a fast-moving startup environment.

Qualifications

• 7+ years in Sales Engineering or related cybersecurity roles.
• Experience enabling channel partners and VARs.
• Proven PoC management across enterprise trials.
• Strong communication with CISOs and security architects.
• Founding mindset with ability to build partner-facing assets.
• Deep knowledge of AppSec, networking, cloud.
• Experience with attacker mindset and TTPs.

Responsibilities

• Own the Technical Win with Partners: lead PoCs with partners and ensure customer success criteria.
• Enablement & Education: train and certify partner SEs and Solutions Architects.
• Strategic Discovery & Account Mapping: map accounts and identify technical pain points.
• The Partner Bridge: translate partner needs to product features and enhancements.
• Technical Orchestration & Demos: deliver high-impact demos and workshops with partners.
• Solution Integration: help partners integrate Tenzai into customer security stacks.

Skills

Sales Engineering

Enablement

PoC Management

Customer Communication

Founding Mindset

Attacker Mindset

Cloud & AppSec

Tools

SIEM

SOAR

EDR

Job description

Sales Engineer (Channels, North America)

Description

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.

Responsibilites

• 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).
• 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.