Channel Solutions Engineer

Job description

# **The Role** United States (hybrid or remote) — Full-time Geordie is building the platform enterprises rely on to govern their AI agents safely — and we're growing fast. As our founding Channel Sales Engineer, you will build foundational technical partner programs, enablement infrastructure and engagement strategies that drive enterprise revenue through our growing ecosystem of partners. You’ll work closely with our VP of Channels to transform Geordie’s technical narrative into partner-ready resources, sales tools, and joint go-to-market programs. You’ll design partner technical certification pathways, build battle cards and proof of concept frameworks, and become the trusted technical voice amplifying Geordie’s agentic security story to enterprise partners. We also expect you to work the way we build — intelligently and efficiently. That means embracing AI agents in your day-to-day workflows. We use tools like Claude Cowork to move faster and do more. If you're not passionate about that, this probably isn't the right place for you. # **What You'll Do** • **Own the Technical Relationship —** Be the primary technical point of contact for named VAR, GSI, and Technology Alliance partners. • **Partner Technical Enablement** — Design and own technical certification, training, and enablement programs for named partners. • **Content Creation —** build partner technical onboarding playbooks, discovery frameworks, and hands-on labs that accelerate partner sales velocity. Create and maintain technical battle cards, competitive positioning guides, and architecture resources tailored to partner audiences. • **Supporting Sales —** Develop partner-facing technical content (Demo videos, use-case guides, ROI calculators, reference architectures) aligned to Geordie’s core pillars to drive pipeline via partnerships. • **Serving Customers —** Support partner pipeline development through technical discovery calls, solution design sessions, and customer technical validation. • **Program and Operations —** Define and refine partner assessment criteria and competency frameworks. Own partner technical performance metrics, success measurement frameworks and feedback loops to drive continuous program improvement. • **Cross-Functional Collaboration —** Work closely with product, solutions engineering, post sales, and marketing to translate technical capabilities into partner-ready narratives. Gather partner feedback on product, positioning, and GTM strategy. # **What We're Looking For** • **You are partner and customer obsessed** — You seek to understand, anticipate and exceed partner and customer expectations. • **You're technical, and you like it.** You're comfortable in the details — agents, APIs, integrations, security, governance — and you enjoy figuring out how things really work. • **You own outcomes.** You don't wait — you proactively engage partners to stay competitive. • **You're a builder.** Early-stage means you create structure where there isn't any and find a way to provide value to customers. • **You're AI-fluent, not just AI-aware.** You use tools like Claude Cowork and other agentic AI to run your own workflow — drafting runbooks, prepping for meetings — so you spend your time on judgment calls and relationships, not repetitive admin. You look for the next task to hand off to an agent before you look for the next hire. • **You earn trust at every level.** You can debug an integration issue with an engineer in the morning and brief a CISO on progress in the afternoon, without losing credibility in either room. • **You listen before you troubleshoot.** You ask sharp questions to understand what's actually going on before you propose a fix, then deliver. • **You communicate clearly and often.** Partners always know where things stand. • **You're focused on success.** All the time. You care whether partners and customers succeed, and it shows in how you show up. • **You embrace new ways of working.** You actively use AI tools — especially agents — to work smarter, move faster, and do more. You thrive in ambiguity. # **Requirements** • 5-8 years' experience in a Channel SE role at a SaaS or cybersecurity company. • Passion and interest in agents, how organisations are utilising them, their security and risk, and their governance. • Solid technical fluency — comfortable with agent architectures, agent security, agent tooling, APIs, saas/cloud integrations, and cloud environments. • Proven track record of owning partner relationships with VARs, GSIs, and Technology Alliances • Experience diagnosing and resolving technical issues, including coordinating with engineering teams on fixes. • Exceptional written and verbal communication skills, with the ability to work confidently with both technical practitioners and executive stakeholders.. • Comfortable delivering polished, tailored product walkthroughs and training sessions independently. • Highly organized, with rigorous attention to detail across documentation, account health tracking, and follow-through. • Collaborative team player who thrives in a fast-paced, ambiguous startup environment. • Prior experience at a high-growth Series A–B SaaS company. • Based on the East Coast of the United States, with the flexibility to travel to partner sites as needed. # **Nice to Haves** • Experience supporting security, AI/ML, or agentic tooling customers. • Active experience creating, deploying and managing agents. • Light scripting or coding ability (e.g. Python) and comfort working with API tools such as Postman. • Relevant cloud or security certifications (AWS, Azure, or equivalent). # **Why This Role** AI agents are changing how enterprises operate — and the question of how to govern them safely is becoming mission-critical. Geordie is the platform companies are turning to for that answer. As our first Channel Solutions Engineer, you won't just be running a playbook — you'll be writing it. You'll have real influence over how we onboard, support, and grow our partnerships, and a direct line to Product on what to build next. If you want to go deep on a hard technical problem and build something that matters, this is it. # **Our Values** **Solve What Matters** We listen intently and stay focused on what truly matters to our customers. If it doesn't help them navigate real-world agentic adoption and risk, it's probably not worth building. **Build, Learn, Iterate** We favor momentum over perfection — testing, learning, and evolving through action. It's how we move fast and get better, together. **Kind, Not Comfortable** We're honest, respectful, and unafraid to challenge each other. We believe doing great work should feel good, too. Kindness makes that possible. **A Platform for Your Best Work** We want this to be the most meaningful chapter of your career. Geordie is the place where you grow, lead and lift others, while building something that truly matters.