• Partner with Sales Representatives to understand client requirements, articulate the value of Armis solutions, and provide in-depth product demonstrations tailored to their needs. • Analyze customer environments, identify challenges, and recommend solutions that enhance their security posture. • Develop proof-of-concept (POC) deployments and guide clients through implementation strategies to showcase the effectiveness of Armis technology. • Stay updated on the latest cybersecurity trends and Armis product developments to position yourself as a go-to resource for both clients and internal teams. • Work cross-functionally with Product, Engineering and Customer Success teams to address feedback and continually enhance our offerings. • Present at industry events, webinars, and customer meetings to highlight the importance of robust asset visibility and security.

SpecterOps is searching for a Channel Sales Engineer to support the BloodHound Enterprise Sales Organization. This role focuses on enabling and supporting partner sales engineers and technical partner teams around identity security and attack path management. We are looking for an experienced engineer who loves helping partners and customers solve problems utilizing new and innovative solutions. Salary Range: base salary annually, commensurate with experience + Commission - Mid-level OTE: $150,000 - $200,000 Location: This position is remote, based in the U.S., with travel quarterly for in-person company events, conferences, and other ad hoc meetings. - Candidate must be authorized to work and reside in the United States; we do not currently sponsor immigration visas - Located near a major U.S. airport Responsibilities - Demonstrate BloodHound Enterprise and related solutions to technical and non-technical audiences, including speaking to the value proposition at an executive level. - Execute on sales opportunities in close collaboration with channel partners and account executives, from discovery to deal closure. - Collaborate closely with territory Sales Engineers to help them build strong, positive engagement with their partner solution architect and SE counterparts, acting as a coach and orchestrator rather than the primary individual contributor on every opportunity. - Design and deliver partner enablement programs, including SE bootcamps, brown-bag sessions, hands-on labs, and technical deep-dives for partner SEs and architects. - Independently coordinate all aspects of product trials/POVs, from installation and data collection to helping partners and prospective customers interpret data in the context of their environments. - Build, maintain, and deliver reusable enablement content for partners (demo scripts, lab guides, solution briefs, playbooks, and battlecards). - Act as a primary technical point of contact for partner SEs, including enablement, co-selling support, and escalation for pre-sales technical issues. - Engage and build rapport with partner organizations to help determine where BloodHound Enterprise fits within their security portfolios and service offerings. - Work with Product Management and Engineering to relay partner feedback, influence roadmap, and help design features that support channel and product offerings. - Support and guide partners and prospects through security reviews and contracting, in collaboration with internal security and legal teams. - Write and deliver presentations at security conferences and partner events. Requirements - Direct experience enabling or supporting channel partners, MSSPs, VARs, or GSIs in a pre-sales or technical advisory capacity. - Experience in Security Sales Engineering, Channel/Partner Sales Engineering, Technical Account Management, Consulting, or other technical, customer-facing roles within the security industry. - Proven content creation track record: building labs, demos, enablement kits, or technical trainings used by partner SE communities. - Experience with identity and access infrastructure such as Active Directory, Entra ID/Azure AD, and hybrid identity environments. - Strong presentation, whiteboarding, and storytelling skills for both technical practitioners and executive stakeholders. - Proven ability to enable, mentor, or coach other technical sellers (e.g., partner SEs, field engineers, or consultants). - Experience driving technical standards and best practices across distributed technical teams without direct authority. - Understanding of identity security and ITDR concepts (e.g., lateral movement, privilege escalation, shadow admin, attack paths, and common AD/Azure misconfigurations). - Familiarity with adjacent security domains such as PAM/PIM, Zero Trust, endpoint security/EDR, and SIEM/SOAR. - Ability to explain graph-based concepts (nodes, edges, attack paths, blast radius) to technical audiences and partners. - Ability to quickly learn new technologies and a continuous desire to stay current with the latest security and cloud technologies. - Travel: up to 25%. - Desire to embody our core values of passionate curiosity, consistent improvement, empathy, sustainability, humility, and empowerment through transparency. Nice to haves - Experience programming in scripting languages such as PowerShell or Python and using REST APIs to solve business problems (e.g., automation, integrations, reporting). - Hands-on experience with BloodHound/BloodHound Enterprise or similar identity attack path management / graph-based security tooling. - Practical experience in red teaming, penetration testing, purple teaming, or incident response focused on AD, Entra ID, or cloud identity. - Experience with Microsoft security and identity ecosystems (e.g., Entra ID Connect, Conditional Access, Defender, Intune, AD CS/PKI). - Experience integrating security tools with SIEM/SOAR/ITSM platforms and building automations or workflows. What We Offer - Health/Dental/Vision/life insurance: 100% covered for both the employee and their family - Flexible time off policy - 13 paid holidays annually - 401(k) with up to 4% company match - Stock Options - Remote work: $1,500 new hire allowance to set up home office - $500 annual home office allowance after first year - $150 monthly cell phone and internet reimbursement - $5,000 annual professional development allowance - $5,250 towards continuing education or student loan repayment - $1,200 annual budget for lifestyle, wellness, pet insurance and more - A one-time $10,000 benefit towards family planning - In person and virtual employee events throughout the year - And of course, company swag! All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. To request reasonable accommodations, please contact us at careers@specterops.io. Unsolicited resumes are not accepted. #LI-REMOTE

The role, in a nutshell: You will assess a prospect’s technical requirements and apply extensive knowledge of Chainguard products to illustrate how a deal will satisfy the client’s unmet needs. You will cultivate relationships with decision-makers at all levels of an organization and negotiate the competing needs of multiple stakeholders within an organization. You will secure technical wins using methods such as demos, RFP/RFI responses, lead POVs, partner with engineering for requested features, and participate in conferences and industry events (when applicable). What you'll do: - Partner with our Sales Team to help customers evaluate and prove the value of our solution - Focus on acquiring new customer “logos” in addition to growing existing customer base - Own all technical aspects of sales opportunities and assisting current customers understand the value of Chainguard - Day to day responsibilities include: - Listen to our customers and understand their challenges - Conduct product demonstrations and POVs/POCs - Actively participate in webinars, meetups, conferences and other marketing initiatives What we're looking for: - Experience as a Sales Engineer / Pre-Sales Engineer - Experience with MEDDPICC and or Command of the Message sales frameworks - Experience selling into Enterprise (3+ years) and Mid Market prospects - Experience in the following areas: - Container technologies (Kubernetes, Serverless, Docker) - Cloud technology (AWS, Azure, Google, etc.) - Cloud security or containers security - App Security - Startup experience - Smart and passionate people that can persevere to success. - People acting as trusted advisors, able to build credibility with customers. - Strong team players committed to help and mentor their peers. *Must be located in the Central region of the US & speak Portuguese and/or Spanish* OTE RANGE (based on experience/location): $225,000-275,000 About Us Chainguard is the secure foundation for software development and deployment. By providing guarded open source software, built from source and updated continuously, Chainguard helps organizations eliminate threats in their software supply chains. Founded by the industry's leading experts on open source software, security and cloud native development, Chainguard has built the largest library of open source software that is secure by default. Chainguard’s mission is to be the safe source for open source. We live and breathe our company values: We are customer obsessed - We focus on delivering solutions to our customers that create value and make their lives better. We have a bias for intentional action - We prioritize, plan, try things, and fail fast. We don’t take ourselves too seriously (but we do serious work) - We are solving an important problem which takes focus, but we also like to enjoy the journey. We trust each other and assume good intentions - We’re transparent with decisions to empower team members to make well informed decisions. A few of the benefits we offer: - Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs. - Our Approach to Equity: Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options (yes, you read that correctly: 10 years!). - 100% Covered Health Insurance: We cover 100% of your health, vision and dental insurance premiums for you and your dependents. Nothing comes out of your paycheck. - ∞ Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset. - 18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child's first year. If your experience is close but doesn’t fulfill all requirements, please apply. We’re building the best team in technology and are focused on hiring “Chainguardians'' with unique backgrounds, perspectives, and experiences. Chainguard is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. By submitting your application, you acknowledge that Chainguard will process your personal data in accordance with Chainguard’s Privacy Policy. ©2025 Chainguard. All Rights Reserved.

• Partner with the Account Executives to understand customer challenges and mains, and articulate Sumo Logic’s value proposition, vision, and strategy to customers • Technically close complex opportunities through advanced competitive knowledge, technical skill, and credibility • Understand and help orchestrate all phases of the sales cycle, including leading technical validations during the Proof of Value phase  • Be successful working with all levels of an organization, from executives down to individual developers and Site Reliability Engineers • Deliver product and technical demonstrations of the Sumo Logic service • Work cross functionally with Product Management and Engineering to improve the Sumo Logic service based on your experience with customers