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.

EXPERIENCE AND QUALIFICATIONS

Professional Skills & Experience

• Minimum of 4–5 years of experience in Sales Engineering, Solutions Engineering, Technical Presales, or a comparable customer-facing technical role.
• Experience working with Channel and Distribution partners, with an understanding of partner-led sales models and the unique dynamics of indirect sales.
• Strong technical presentation, demonstration, and training skills, with the ability to educate and engage audiences of varying technical backgrounds and experience levels.
• Excellent written and verbal communication skills, including the ability to simplify complex technical concepts and communicate their value to technical teams, sales professionals, and business stakeholders.
• Strong interpersonal and relationship-building skills, with the ability to establish credibility, influence others, and collaborate effectively across teams and organizations.
• A passion for teaching, mentoring, and helping others develop their technical knowledge, confidence, and capabilities.
• Strong analytical and creative problem-solving skills, with the ability to assess technical challenges, identify solutions, and adapt to changing requirements.
• Self-motivated and proactive, with the ability to independently manage priorities, take ownership of initiatives, and follow through on commitments.
• Excellent organizational and time-management skills, with the ability to balance multiple partner engagements, technical initiatives, and competing priorities.
• A collaborative, team-oriented mindset characterized by integrity, accountability, patience, and a commitment to shared success.
• Intellectual curiosity, adaptability, and a strong desire to continuously learn new technologies and develop professional expertise.

Technical Skills & Experience

• Strong foundational knowledge of endpoint operating systems, desktop virtualization, and modern End-User Computing (EUC) technologies.
• Working knowledge and experience in Linux-based operating systems.
• Experience with one or more leading virtual desktop and application delivery platforms, including Citrix, Omnissa Horizon, Microsoft Azure Virtual Desktop (AVD), Windows 365, or Amazon WorkSpaces.
• Solid understanding of enterprise networking concepts and services, including TCP/IP, DNS, DHCP, Active Directory, and common authentication and connectivity technologies.
• Familiarity with endpoint management, device configuration, and enterprise desktop infrastructure concepts.
• Experience designing, configuring, or maintaining virtualized or cloud-based lab environments for demonstrations, technical evaluations, or training.

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 our technology and communicating its business value.

Cross-Functional Collaboration & Technical Excellence

• Collaborate with regional Sales Engineering teams to ensure a consistent, high-quality technical experience for IGEL customers and partners across North America.
• Maintain clear, professional, and proactive communication between partners, Channel Sales, Presales, and other internal stakeholders.
• Communicate partner technical requirements, product feedback, and emerging market needs to Product Management, Engineering, and Channel Marketing teams.
• Ensure technical recommendations, demonstrations, and partner enablement activities align with IGEL reference architectures, established best practices, and supported product capabilities.
• Maintain current technical expertise through continuous learning, product training, certifications, and ongoing engagement with evolving industry technologies.
• Work independently to manage assigned partner relationships and technical initiatives, exercising sound judgment while collaborating with senior colleagues and subject matter experts as needed.
• Travel as required to support partner enablement, technical engagements, and company events.

WE OFFER

• Health, dental, vision, and prescription benefits (employee premiums covered by IGEL)
• 11 company-paid holidays per year
• 18-22 days of PTO per year (18 days in year 1, 20 days starting in year 2 and 22 days after 5 years of service)
• Sick time of 10 days per year, with rollover of unused days up to maximum limit
• 401(k) plan with 100% company match, up to $15,000 per year
• Paid maternity and paternity leave
• Monthly home office allowance
• Remote working opportunities and flexible working times, so you can combine your demanding work with your personal goals
• Employee Assistance Program (EAP) and Financial Wellness tool
• Company-paid life insurance policy, long-term disability (LTD), and short-term disability (STD) coverage
• Wellbeing apps, including Rightway, Headspace and Wellhub
• Training and development opportunities to advance your career
• President’s Club for the highest performing salespeople and overachievers
• An amazing culture powered by a workplace run on trust, empowerment, and feedback with a positive, inspiring working atmosphere
• A highly motivated team that is already looking forward to your support in developing strategies and achieving common goals, together with you!

IGEL is an equal opportunity employer and makes employment decisions on the basis of merit. We want the best available person in every job. Our policy prohibits unlawful discrimination based on color, creed, sex, religion, marital status, age, national origin or ancestry, physical or mental disability, medical condition, sexual orientation, or any other consideration made unlawful by federal, state or local laws.

Additional information:

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