Channel Sales Engineer

Location: Melbourne, Australia

Who Are We?  

About Airlock Digital: 

Airlock Digital is a global leader in application control and allowlisting. We seek to empower every organization to run only what they trust and operate free from malware and ransomware.  

With rapid growth across Australia, North America, and EMEA. We are committed to our core values, respect, determination, and integrity. We support a diverse and expanding global customer base. At Airlock, we pride ourselves on being a team of humble, collaborative, and driven professionals who support one another and share a passion for cybersecurity.

What We Are Looking For: 

Airlock Digital has an established partner ecosystem in Australia, with multiple partners already delivering professional services at varying levels of maturity. The Channel Sales Engineer (CSE) will focus on standardizing, elevating, and scaling partner technical and delivery capabilities. 

This role is centered on improving consistency, deepening technical expertise, and enabling partners to confidently position, demonstrate, and deliver Airlock solutions with increasing independence. 

Key Responsibilities:

GTM Alignment & Pipeline Influence 

• Partner with Channel Account Managers and Airlock Sales Engineers to align enablement with pipeline priorities 

• Support partners in identifying and qualifying opportunities within their customer base  

• Contribute to joint account planning and partner-driven pipeline development 

• Foster relationships with key technical stakeholders within Airlock Digital’s key strategic partners  

Partner Delivery Maturity 

• Work closely with partners currently delivering services to:  

• Identify capability gaps  

• Improve technical depth and delivery quality  

• Develop repeatable deployment frameworks and best practices 

• Develop enablement content to ensure high delivery standards across partner ecosystem  

Partner Capability Development 

• Enable partner technical teams to support Airlock-led sales cycles 

• Ensure partners remain current on evolving Essential Eight requirements and their impact on application control strategies 

• Train strategic partners to deliver basic demonstrations where appropriate  

• Educate partners on application control fundamentals and Airlock’s differentiation  

Evangelism & Market Development 

• Deliver enablement sessions, partner events, and regional workshops  

• Act as a subject matter expert on application control and endpoint security trends  

• Build Airlock mindshare within partner organizations  

Program Development & Feedback Loop 

• Contribute to building Airlock’s global partner enablement framework  

• Support development of certification programs, labs/NFR environments, and partner readiness models  

• Gather and communicate partner feedback to product, marketing, and leadership teams  

• • Help develop and refine partner-facing assets and messaging 

Required Skills & Qualifications:

Experience 

• 5–8+ years in Sales Engineering, Solutions Engineering, or Technical Pre-Sales  

• Proven experience working in a Channel Sales Engineering, Partner SE, or Partner Enablement role strongly preferred  

• Demonstrated experience enabling VARs, security-focused partners, or channel ecosystems  

• Experience in endpoint security, application control, or adjacent cybersecurity domains  

Technical Skills 

• Strong understanding of endpoint security concepts, with the ability to position and teach these concepts to partner audiences (e.g., application control, EDR, privilege management)  

• Ability to deliver partner-facing enablement across both sales and technical audiences  

• Experience building or delivering demos, workshops, and technical training  

Core Competencies 

• Builder mindset — comfortable creating materials from scratch, and iterating them over time 

• Strong communication and presentation skills  

• Ability to influence without direct authority across partner and internal teams  

• Highly organized with the ability to scale across multiple partners and priorities 

 Preferred Qualifications: 

• Experience in high-growth or early-stage cybersecurity companies 

• Familiarity with VARs, MSSPs, and security-focused channel ecosystems 
• Experience developing enablement content, labs, or certification programs 

Why This Role 

You’ll play a critical role in maturing Airlock Digital’s most established partner ecosystem, ensuring partners can deliver consistent, high-quality outcomes while scaling Airlock’s impact across the region. 

What We Offer: 

We don’t think money is everything, but we know it is an important part of your decision to apply for a role.  Additional factors considered in extending an offer include responsibilities of the job, education, location, experience, knowledge, skills, abilities, and internal equity, alignment with market data, or applicable laws.  

Flexible Work Environment, Hybrid or Remote – Time Off - Paid Volunteering Time - Birthday Leave - Paid parental Leaves - Home Office Allowance 

Our Commitment: 

We believe in supporting our team members both personally and professionally. Named one of the Australia’s Greatest Places to Work and 5th best technology company for 2025, we value flexibility, trust, and a work environment that empowers our team to do their best work. 

We will be assessing applications as they come in, so we encourage you to send your resume through to us as soon as possible. All official job offers from our company are extended directly by our recruitment team and will be sent through an official BambooHR document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a National Police Check through an authorized third-party vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience. No contact from recruitment agencies, thank you.