Menlo Security is the leader in Browser Security for human and agentic workforces. Our mission is to enable humans and agents to connect, communicate, and collaborate securely, without compromise. The Menlo Browser Security Platform protects organizations from cyberattacks by stopping threats across the web, documents, and email before they reach the user. With Menlo Agent Runtime Security (MARS), that protection now extends to the AI agents working alongside every employee. Menlo Security is trusted by major global businesses, including Fortune 500 companies and government agencies, to protect their most valuable asset, their data, and is backed by top-tier investors.

Menlo Security Channel Sales Engineer is a channel-focused, highly technical sales professional who provides support and guidance to channel partners, while collaborating with Channel Account Managers and channel organizations to recommend and develop appropriate security-focused solution offerings. The SE acts in a consultative fashion and is looked to as an expert in the IT security field by the channel team, channel partners and customers.

Responsibilities

Articulate the benefits of Menlo Security products and services for both technical and non-technical audiences. Research technical requirements of a channel-led opportunity to scope and architect a solution that meets the customer’s needs.

Understand the customer's business drivers and map them to Menlo Security products and services that meet both their needs and budget.

Support Proof of Concept (POC) engagements on channel-led opportunities. This includes deployment, configuration and troubleshooting of Menlo Security products and services, training of individuals on the use of Menlo Security products and services, acting as an interface between channel partners and Menlo Security's technical staff to lead the POC engagements to success.

Provide reporting and feedback on channel partners and field activities to Sales, Product Management and Engineering.

Work closely with channel partners to enable partner self-sufficiency and drive channel-led opportunities.

Work closely with channel partners to grow and expand the implementation and integration of Menlo Security products and services.

Support channel-led marketing campaigns and events.

Requirements

Bachelor's or master's degree in computer science or related discipline or equivalent experience.

5+ year experience in sales engineering role.

Excellent knowledge and experience in deployment, configuration and troubleshooting of a wide variety of IT security technologies and solutions, especially the following fucus areas:

Web Technologies and Security (HTTP(S), Proxy, TLS Inspection, URL Filtering, Anti-Virus, Sandbox)

Email Technologies and Security (SMTP(S), SPF/DKIM/DMARC, Anti-Spam, Anti-Virus, Sandbox)

Network Technologies and Security (OSI Model, TCP/IP, IPv4/IPv6, DNS, Routing, Switching, Subnetting, VLAN, Tap, Load Balancing, Firewall, IPS/IDS, VPN)

Other Technologies and Security (DLP, CASB, SIEM, EDR/NDR/XDR, SOAR)

Malware Analysis (Static and Dynamic)

Digital Forensics and Incident Response (Host-based and Network-based)

Enterprise Architecture (Active Directory, ADFS, SCCM, LDAP, RADIUS, TACACS+, SAML, MFA, PKI)

Virtualization Technologies (VMware, Citrix, Hyper-V, KVM)

Cloud Computing Services (GCP, AWS, Azure)

Excellent knowledge and experience in maintaining sales engagement processes and progress in SFDC.

Excellent knowledge and experience in managing technical responses to RFIs/RFPs.

Fluent reading, writing and speaking skills in Japanese and English.

Overnight travel throughout Japan and other countries (mainly USA) is required.

Additional Qualifications

Strong leadership skills with the ability to independently prioritize and execute project tasks in a methodical and disciplined manner. Set and manage expectations with senior stakeholders and team members.

Exceptional written and oral communication skills. This role requires an ability to understand and articulate both the business benefits (value proposition) and technical advantages of Menlo Security products and services.