Channel Sales Engineer

Channel Sales Engineer

Position: Channel Sales Engineer

Location: US Remote-West

The Channel Sales Engineer plays a critical role in supporting our 100% channel-driven sales strategy, working closely with Channel Sales teams, distribution partners, and internal stakeholders to drive partner success.

This role is primarily focused on partner enablement, technical training, and ongoing sales engineering support, helping partners develop the technical expertise, confidence, and capabilities needed to independently identify, advance, and close sales opportunities. You will engage with strategic channel partners throughout their development journey, providing technical guidance, supporting customer engagements, and delivering training that strengthens their ability to effectively position and sell our solutions.

The position requires regular collaboration with channel and distribution partners, both virtually and in person. Travel will vary based on partner activities, business priorities, and company events, but candidates should anticipate traveling 1–2 weeks per month, typically 2–3 days during each travel week.

We are looking for someone who brings intellectual curiosity, initiative, a collaborative mindset, and a genuine passion for learning and helping others succeed. You will join an experienced, motivated, and supportive team that values knowledge sharing, professional development, and continuous improvement. This is an opportunity to expand your technical and business expertise while making a meaningful impact on the success of our channel partners and the broader organization.

TASK

AND RESPONSIBILITIES Partner Enablement & Technical Development

• Serve as a trusted technical advisor and primary technical point of contact for assigned Channel and Distribution partners throughout North America.
• Develop and strengthen partner technical capabilities through hands‑on training, workshops, webinars, technical demonstrations, and ongoing mentorship, delivered both remotely and on‑site.
• Drive partner technical self‑sufficiency by equipping partner engineers with the knowledge, tools, and confidence to independently position, demonstrate, deploy, and support IGEL solutions.
• Promote and track partner participation in IGEL Academy training and certification programs, encouraging continuous technical development and maintaining visibility into partner readiness.
• Design, build, and maintain cloud‑based demonstration and lab environments that enable partners to explore, test, and gain practical experience with IGEL technologies.
• Monitor and assess partner technical readiness through certification progress, hands‑on engagement, and demonstrated solution competency, identifying opportunities for continued enablement and improvement.

Technical Sales Support & Partner Engagement

• Collaborate closely with Channel Sales teams to develop and execute technical enablement strategies aligned with partner development plans and business objectives.
• Build and maintain strong, productive relationships with partner technical teams through regular virtual engagement, on‑site visits, and proactive communication.
• Assess partner technical needs, identify knowledge or capability gaps, and develop targeted enablement activities and technical solutions to address them.
• Plan, prepare, deliver, and follow up on technical product presentations, demonstrations, proof‑of‑concept activities, and workshops.
• Support partner‑led customer opportunities by providing technical guidance, assisting with solution design, and coordinating regional Presales resources when appropriate, with an emphasis on developing partner independence.
• Represent IGEL at industry conferences, trade shows, partner events, and other technical engagements, demonstrating…