Channel Sales Engineer - Security, AI

US - Remote - Atlanta - Georgia , US - Headquarters - Maryland - Columbia Who is Tenable? Tenable® is the Exposure Management company. Over 40,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500, 50 percent of the Global 2000, and large government agencies. Come be part of our journey! What makes Tenable such a great place to work? Ask a member of our team and they’ll answer, “Our people!” We work together to build and innovate best-in-class cybersecurity solutions for our customers; all while creating a culture of belonging, respect, and excellence where we can be our best selves. When you’re part of our #OneTenable team, you can expect to partner with some of the most talented and passionate people in the industry, and have the support and resources you need to do work that truly matters. We deliver results that exceed expectations and we win together! Your Role We are seeking a regional Channel Sales Engineer to serve as the technical backbone of our southeast regional channel team and partner ecosystem. In this role, you will live at the intersection of technical expertise and relationship building, acting as a trusted advisor to help partners (VARs, MSPs, and Integrators) build resilient security architectures. Your mission is to empower our partner community to become technical champions who can independently position, demonstrate, and deploy our security platform to solve complex visibility and vulnerability challenges. Responsibilities Partner Enablement & "Train the Trainer": Conduct technical training sessions and workshops to certify partner engineers. This includes technical deep dives into specialized topics such as OT/IoT security, Cloud Security (CNAPP), and Identity Exposure. Joint Sales Support & Technical Validation: Assist partners in high‑stakes discovery calls and demos. Oversee the technical execution of Proof of Value (PoV) and Proof of Concept (PoC) engagements to ensure product efficacy in complex network environments. Architectural Advisory & Channel Integration: Act as a consultant to help regional partners design security workflows that integrate with existing customer stacks, such as SIEM, SOAR, and Ticketing tools. Work with partner technical leads to build "packaged services" around our security tools, such as managed vulnerability services. Vulnerability Management Expertise: Lead technical discussions on proactive security, including vulnerability assessments, risk prioritization, and attack surface management. Technical Relationship Management & Content Creation: Act as the "technical bridge" between internal Product teams and partner engineering teams. Develop technical assets specifically for the channel, including demo scripts, reference architectures, and competitive "battle cards". Threat Landscape Education & Event Representation: Keep regional partners informed on the latest cyber threats, zero‑day vulnerabilities, and compliance requirements (e.g., CIS, NIST, GDPR). Represent the company at trade shows, partner summits, and technical meetups. What You'll Need Experience & Education: 5+ years of experience in Sales Engineering, Partner Engineering, or Technical Consulting within the cybersecurity industry. A Bachelor’s degree in Cybersecurity, Computer Science, or a related technical field is required. Security Domain Knowledge: Deep understanding of the Cyber Exposure Lifecycle, Zero Trust architecture, and the MITRE ATT&CK framework. Cloud & Infrastructure: Hands‑on experience with cloud security for AWS, Azure, or GCP, including an understanding of container security (Docker/Kubernetes) and infrastructure misconfigurations. AI & Automation Knowledge: Understanding of AI‑driven threat detection and experience leveraging Generative AI or LLMs to automate security reporting, script generation (e.g., Python, Bash), and orchestration. Network Proficiencies: Proficiency in packet analysis, firewall configuration, and navigating complex VLAN/segmented environments. Preferred Certifications: Professional‑level security certifications such as CISSP, CISM, CEH, or platform‑specific certifications like AWS Certified Security Specialty. Soft Skills & Travel: A "teacher" mentality with a knack for simplifying complex technical concepts. Willingness to travel up to 30‑50% to visit partners and attend industry events. Regional Success Indicators Partner Autonomy: A measurable reduction in the need for direct corporate SE intervention on regional partner deals. Technical Mindshare: High engagement rates in regional technical workshops and partner‑led webinars. Deal Velocity: Improved technical win rates for partner‑sourced opportunities within the region. Compensation & Benefits US Pay Range: $114,500 - $152,500 USD Compensation for the role will depend on a number of factors, including the candidate's qualifications, skills, competencies, location and experience, and may fall outside of the range shown. Employees are also eligible for variable compensation in addition to base pay (commission for sales roles, bonus for non‑sales roles), depending on company and individual performance. Tenable offers a variety of comprehensive benefits including medical, dental, vision, disability and life insurance; 401(k) retirement savings with company match; an employee stock purchase plan; an employee referral program; flexible spending accounts; an Employee Assistance Program (EAP); education assistance; parental leave; paid time off (PTO); company‑paid holidays; health and wellness events; and community programs. We’re committed to promoting Equal Employment Opportunity (EEO) at Tenable - through all equal employment opportunity laws and regulations at the international, federal, state and local levels. If you need a reasonable accommodation due to a disability during the application or recruiting process, please contact View email address on click.appcast.io for further assistance. #J-18808-Ljbffr Tenable, Inc.