Senior Channel Solutions Engineer - Partners & Enablement

WinsAbove; Northern (KY); Hybrid; USD 240,000 - 270,000; Full time

Benefits offered by this job

Remote-first environment

Equity & compensation package

Health benefits

Home office stipend

Professional development $1500 USD

Paid time off

Parental leave

Job summary

Tailscale is seeking a Senior Solutions Engineer focused on Channel Partners to drive technical success with resellers, MSPs, system integrators, and technology alliances. You will co-own pipeline, lead complex technical engagements, and build scalable resources to multiply partner impact while staying deeply technical and customer-obsessed.

This senior IC role blends networking/security expertise with consultative selling and partner enablement.

Qualifications

• 6+ years in a customer-facing Solutions Engineer or similar role in networking/security/software.
• Experience enabling or co-selling with MSPs, OEMs, VARs, system integrators, or technology alliance partners.
• Proven track record of co-owning pipeline with sales or channel teams.
• Deep understanding of zero-trust networking, secure remote access, and identity integrations.
• Strong networking fundamentals: TCP/IP, DNS, routing, firewalls, NAT traversal.
• Experience with two major cloud providers (AWS, GCP, or Azure) in hybrid environments.
• Excellent communication and executive presence with technical and non-technical audiences.
• Experience designing technical training or enablement content.
• Comfort working in a distributed, autonomous environment; travel ~15–25%.

Responsibilities

• Collaborate with Channel Account Managers and AEs to qualify and close channel opportunities.
• Lead technical discovery, architecture, demos, and POCs for partner-sourced deals.
• Serve as trusted advisor to partners and end customers on zero-trust and secure connectivity.
• Develop partner enablement content: training, certifications, demos, playbooks.
• Architect multi-party deals (partner + customer + Tailscale) aligning tech with business goals.
• Provide field feedback to Product/Engineering to influence roadmap.
• Maintain relationships with key technical stakeholders at strategic partners.
• Collaborate across Sales, Partner, Product, Customer Success, Support for smooth handoffs.
• Contribute to scalable SE processes and reusable demo assets.

Skills

Channel enablement

Partner co-selling

Technical discovery

Zero-trust networking

Networking fundamentals

Executive communication

Tools

Python scripting

Bash

Go

Terraform/HCL

Kubernetes

Job description

Tailscale is seeking a Senior Solutions Engineer focused on Channel Partners to drive technical success with resellers, MSPs, system integrators, and technology alliances. You will co-own pipeline, lead complex technical engagements, and build scalable resources to multiply partner impact while staying deeply technical and customer-obsessed.

This senior IC role blends networking/security expertise with consultative selling and partner enablement.