Sales Engineer, Channel Sales

SOTI is committed to providing its employees with endless possibilities; learning new things, working with the latest technologies and making a difference in the world.

Job Title: Channel Sales Engineer

Location: Mississauga, ON, Canada (Hybrid)

Who We Are

At SOTI, we are committed to delivering best in class mobile and IoT device management solutions. We are looking for out of the box thinkers that appreciate the art of creating great software.

To us, being visionary is more important than doing things the way they’ve always been done.

What We Are Looking For

Channel Sales Engineers are responsible for nurturing and maintaining the technical relationship with existing SOTI Partners to enable them to position our products as best as possible to prospective customers. This position demands a high level of customer service and ability to work and collaborate with cross-functional teams that can be internal or external to SOTI.

What’s In It For You?

The People - From our humble origins in our founder’s basement, to our industry leading position today, SOTI has worked hard to foster a company culture that we can all believe in. A culture that emphasizes personal growth, continuous innovation and fun.

The Growth - Our environment fosters new ideas, fresh perspectives, and the ability to take them over the goal line. SOTI is a fast-paced environment with a global reach that encourages you to make your mark and be part of something big!

The Technology - You’ll get the chance to work with leading edge technologies and take on complex and interesting projects, as part of highly collaborative and agile teams. You will work alongside SOTI’s partners which include leading tech giants that will keep you on the cusp of emerging technologies.

Responsibilities

Partner Deal Support:

1. Collaborate with aligned Channel Account Managers and partners on strategies to increase revenue generation in the form of new business, add-ons and adoption of new SOTI ONE products and services.
2. Provide answers to general product function inquiries coming directly from partners or from partners on behalf of their prospective customers.
3. Assist and collaborate with other Sales Engineers when needed on opportunities registered by partners to allow for effective and efficient evaluations of the solution prior to purchasing.

Partner Strategy & Enablement:

1. Establish relationships with partner technical leadership and align to their vision and strategy, identifying where SOTI ONE products and features are the best fit for customers.
2. Identify product knowledge gaps and conduct onsite or remote training when needed for the onboarding of new partners and ongoing enabling of existing partners.
3. Schedule regular cadence with partners to review active projects and alignment, provide updates on new releases and highlight features, provide roadmap updates, and cover technical questions.
4. Perform product demonstrations that articulate the business and technical value of SOTI solutions.
5. Collect product feedback and suggestions from partners and their customers to report back to the Product Team for consideration.
6. Update and maintain partner “not-for-resale” environments used for sandbox testing, training, or providing demos to prospective customers.

Additional Responsibilities:

1. Local and international travel through North America may be required.
2. Attend and participate in partner sales kickoffs, quarterly business reviews, tradeshows, customer events and webinars.
3. Be a SOTI Subject Matter Expert (SME) on the products and assist Sales team members with specific product questions for which you may need to reach out to the respective Product Team on their behalf for assistance.

Qualifications

1. Excellent written and verbal communication skills with demonstrated ability to communicate complex technical topics in a way all can understand and follow.
2. Bachelor’s Degree or equivalent degree in Computer Science / Information Technology / Business Administration or other related fields.
3. Minimum of 10 years of work experience related to mobile device management solutions and enterprise mobility (Android, iOS, Linux, Windows), BYOD, SaaS.
4. Minimum of 3 years prior experience working in a Pre-Sales / Sales Engineering role.
5. Valid passport for travel to the U.S. or other international destinations.
6. Able to plan, prioritize and organize workload, consistently working within service standards and agreed objectives.
7. Strong knowledge of computer networking principles (DNS, IP networking, Firewalls, Load Balancing, Wireless Encryption, etc.)
8. Strong knowledge of Single Sign-On (SSO), Identity Application Management (IAM), Security Assertion Markup Language (SAML), Identity providers (IdP).
9. Strong knowledge of Microsoft Active Directory, Azure systems, Entra, certificate authorities and identity management systems.
10. Strong understanding and experience with databases (i.e. MS SQL server).
11. Understanding of REST APIs and coding (i.e. JavaScript, HTML/CSS, Powershell, etc.).
12. Work autonomously with minimum supervision.

Nice To Have

1. Experience working with Value-Added Resellers and/or Managed Service Providers.
2. Project Management experience.
3. Experience with CRM, reporting, and ticketing systems such as SalesForce, JIRA and PowerBI.
4. Cisco Certified Network Associate (CCNA) certification or equivalent.
5. Microsoft Certified Technology Specialist (MCTS) certification.
6. AWS Certified Solutions Architect Associate certification.
7. Microsoft Certified: Azure Fundamental certification.
8. Android Enterprise Professional certification.
9. Any formal sales training - Value Selling, SPIN, Miller Heiman.
10. Multilingual in French, Spanish or Portuguese.

If you want to bring your ideas to life, apply at SOTI today. We are committed to providing accessible employment practices that are in compliance with the requirements under the Human Rights Code and the Accessibility for Ontarians with Disabilities Act (AODA). If you require accommodation during any stage of the recruitment process, please notify People & Culture at careers@soti.net.

Please note that SOTI does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Services Agreement with agency/recruiter, SOTI will not consider or agree to payment of any referral compensation or recruiter fee.