Channel Solutions Engineer

Who We Are

The company is transforming how organizations protect their people and places with an integrated, privacy-sensitive AI-powered platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management.

We’ve got serious momentum in the market: more than 30,000 customers (including 100+ of the Fortune 500), a $5.8B valuation , more than $1 billion in annualized bookings, and backing from CapitalG, Sequoia Capital, General Catalyst, Felicis Ventures, Next47 and more. Physical AI is one of the most consequential technology shifts of our time, and the company is at the center of it.

You can look at all kinds of communities to see our platform’s impact in the world. It's the retailer that uses our agentic AI to deter theft before it happens. The warehouse that uses AI-powered alerts to make sure its team is protected on the floor with proper PPE. The school that’s alerted to a threat in real-time and triggers a lockdown in seconds, not minutes. We’re rapidly scaling this impact: today, more than 2 million the company devices are deployed across 170+ countries.

About the Role

The company is seeking a seasoned Channel Solutions Engineer with experience in Physical Security,  IoT Systems, Networking, Video Surveillance, and Access Control. This individual will enable and train the company’s channel partners on the value of our unique hybrid cloud approach to physical security. The Channel SE is a trusted technical advisor for the company partners and plays a critical role in driving technical enablement, joint solution architectures, partner services development, the company platform adoption, and integrations. This role combines deep technical expertise, sales acumen, strategic relationship building, and technical business development to empower partners to succeed with the company solutions and expand market reach.

What You'll Do

• Be the subject matter authority on the full the company suite of products and offerings and articulate the value-added benefits to the company’s reseller partners.

• Drive increased revenue growth from the company’s top strategic partners through technical enablement, deepening relationships with technical stakeholders and ensuring the company stays top of mind for partner pre-sales engineers to ultimately enable more effective partner upsell and cross sell, gaining wallet share and mindshare.

• Own and develop the relationships with the technical pre-sale teams of the company’s top partners

• Partner closely with the company Channel Sales Managers to ensure partner engineers and architects are the company advocates

• Deep understanding of the industry, specifically with regards to value-added services and service attachment in the Partner ecosystem (IT Resellers, Physical Security Integrators, and Installers)

• Develop business strategies around use cases, verticals, and applications targeted at the company’s top partners. Help partners and alliances build the company’s technology offerings into their go to market motions.

• Stay up to date on the PhySec and IoT industry by attending and presenting at strategic industry and partner conferences and providing thought leadership within the market

• This role requires regular travel, estimated to be more than 50% of the time, including both domestic and international destinations as needed. The successful candidate must be comfortable with frequent travel to support business operations, customer and partner engagements and team collaboration.

What You Bring

• Entrepreneurial, energetic, and positive attitude with a strong desire to learn.

• 6+ years of experience as a Sales Engineer or Solution Architect, preferably in a channel facing capacity

• Bachelor's degree in Computer Science, Computer Engineering, Information Technology, Information and Computer Technology, Networking, and IT Security from an accredited university or equivalent experience

• Strong background in IT Infrastructure and network security fundamentals

• Strong understanding of channel sales and exposure to the partner ecosystem

• Proven track record of success in an Enterprise SE or Channel SE role

• Superb ability to break down complex technical topics and align technical capabilities to business goals

• Experience designing and launching programs both internally and in coordination with partner organizations

• Highly motivated, entrepreneurial, and enthusiastic with excellent follow-up and follow-through

• Strong communication, presentation, and organizational abilities.

• Ability to multi-task, prioritize, and adapt in a fast-paced environment.

• Industry certifications are a plus: AWS, CCNA, CCDA, CCNP, MCSE, CEH, Security+, A+, Network+, Microsoft Azure, CISSP, and CSP.

US Employee Benefits

The company is committed to fostering a workplace environment that prioritizes the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. Our benefits and perks programs include, but are not limited to:

• Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under at least one plan and 80% for family premiums under all plans

• Nationwide medical, vision and dental coverage

• Health Saving Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax saving options

• Expanded mental health support

• Paid parental leave policy & fertility benefits

• Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time

• Professional development stipend

• Wellness/fitness benefits

• Healthy lunches provided daily

• Commuter benefits

Additional Information

• You must be independently authorized to work in the U.S. We are unable to sponsor or take over sponsorship of an employment visa for this role, at this time

Annual Pay Range

At the company, we want to attract and retain the best employees, and compensate them in a way that appropriately and fairly values their individual contribution to the company. With that in mind, we carefully consider a number of factors to determine the appropriate starting pay for an employee, including their primary work location and an assessment of a candidate's skills and experience, as well as market demands and internal parity. The company employee may be eligible for additional forms of compensation, depending on their role, including sales incentives, discretionary bonuses, and/or equity in the company in the form of restricted stock units (RSUs)

Below is the annual on-target earnings (OTE) range for full-time employees for this position, comprised of base compensation and commissions (if applicable).

Estimated Annual Pay Range

$160,000 — $210,000 USD

The company Is An Equal Opportunity Employer

As an equal opportunity employer, the company is committed to providing employment opportunities to all individuals. All applicants for positions at the company will be treated without regard to race, color, ethnicity, religion, sex, gender, gender identity and expression, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis prohibited by applicable law.

Your application will be handled in accordance with our Candidate Privacy Policy .