About this role
Drive technical success with channel partners including resellers, MSPs, system integrators, and technology alliance partners. Enable partners to sell, deploy, and expand Tailscale while co-selling complex enterprise deals. Senior IC role blending networking/security expertise, consultative selling, partner enablement, and product strategy influence.
Must have
6+ years in customer-facing Solutions Engineer, Sales Engineer, or Solutions Architect role
Experience supporting or selling through channel partners strongly preferred
Direct experience enabling or co-selling with MSPs, OEMs, VARs, system integrators, or technology alliance partners
Proven track record co-owning pipeline and influencing quota outcomes
Deep understanding of zero-trust networking principles and secure remote access
Strong networking fundamentals: TCP/IP, DNS, routing, firewalls, NAT traversal
Hands-on architecture and deployment experience with at least two major cloud providers
Experience designing and delivering technical training or enablement content
Willingness to travel approximately 15-25%
Technologies
Responsibilities
Collaborate with Channel Account Managers and AEs to identify, qualify, and close channel opportunities
Lead technical discovery, solution architecture, demos, and POCs for partner-sourced and co-sell deals
Serve as trusted technical advisor on zero-trust networking, secure connectivity, and identity integrations
Develop and deliver partner technical enablement including training programs and certification content
Architect and guide complex multi-party deals aligning technical requirements with business outcomes
Provide structured field feedback to Product, Engineering, and GTM teams to influence roadmap
Build and maintain high-trust relationships with key technical stakeholders at strategic partners
Collaborate cross-functionally to improve handoffs, technical win rates, and partner-sourced revenue
Contribute to scalable SE processes including reusable demo assets and partner-facing documentation
Benefits
Amenities
Recruitment process
Senior individual-contributor role at pivotal growth stage
Fully distributed remote-first company founded in 2019
Backed by Accel, CRV, Insight, Heavybit, and Uncork Capital
Target OTE of $335,000 CAD inclusive of base salary and variable compensation
High degree of autonomy and ownership expected
Annual company retreat and team off-sites for in-person connection
$1,500 USD annual professional development budget
AI-assisted tools used in hiring process with all decisions made by people
