Sales Engineer, Channel - 1Password

As a Solutions Engineer, Channel, you will be the primary technical resource for 1Password's Partner and Channel team, driving technical win rates and accelerating deal velocity across our partner ecosystem. You will act as a trusted advisor to both partners and their end customers, bridging technical depth with commercial outcomes to ensure 1Password's solutions are positioned, understood, and adopted with confidence.

You will collaborate closely with Marketing, Product, and Support teams, while engaging directly with partner technical stakeholders and decision-makers to ensure proposed solutions accurately address the needs of both our partners and their customers.

What we're looking for

• Experience: 5+ years of experience in customer-facing and partner-facing roles within a B2B SaaS environment.
• Communication: Ability to translate complex technical concepts into clear, compelling narratives for both technical and non-technical audiences.
• Presentation Skills: Proven ability to deliver engaging, high-impact presentations and product demonstrations to partner stakeholders at all levels, including C-suite.
• Strategic Alignment: Ability to articulate how 1Password's go-to-market strategy and product portfolio complement and amplify partner solutions, demonstrating how our sales plays and co-sell programmes create net-new revenue opportunities.
• Enablement: Experience in designing and delivering technical enablement sessions to upskill partner sales and technical teams on product positioning, demos, and competitive differentiation.
• Channel Knowledge: Familiarity with channel partner business models, including VAR, MSP, distributor, and ISV structures, with an understanding of margin, deal registration, and incentive programmes.
• Technical Discovery: Proven ability to lead structured technical discovery conversations with partner teams and end customers to surface unmet needs.
• Collaboration: Experience in collaborating with enablement to produce technical collateral for partner audiences, including solution briefs, integration guides, and demo scripts.
• Autonomy: Strong level of autonomy with the ability to drive projects with limited guidance and manage multiple partner engagements simultaneously.
• Technical Domain: Familiarity with SCIM, AD, CLI, SSO, MSP, and SaaS, and comfort navigating technical conversations in identity and access management (IAM) contexts.
• Security Industry: Experience working in the security industry is a strong asset. Familiarity with relevant compliance frameworks (e.g., SOC 2, ISO 27001, GDPR, DORA, NIST, EU AI Regulation) is strongly preferred.
• PAM/Secrets Management: Experience in, or strong familiarity with, the security and identity space, including credential management, privileged access, or secrets management (e.g., HashiCorp Vault, CyberArk, BeyondTrust, Delinea).
• Travel: Willingness and ability to travel regularly for partner events, enablement sessions, and field engagement across the region.
• Bonus: Hands-on experience integrating 1Password or a secrets manager with a developer workflow, CI/CD tool, or automation platform (e.g., GitHub Actions, Zapier, n8n, Make). Personal experience with 1Password or another password manager. French or German speaking is an advantage.

What you can expect

• Serve as the primary technical point of contact and dedicated Solutions Engineering resource for 1Password's Partner and Channel team.
• Proactively scope technical solutions to address partner and customer requirements, assess met and unmet needs, and recommend the most effective approaches.
• Co-sell alongside partners and internal sales teams, sharing technical expertise and best practices to accelerate deal progression and increase deal size.
• Design and deliver technical enablement sessions for 1Password's Partnerships team and key partner contacts, building long-term capability across the ecosystem.
• Act as the voice of the customer and partner, gathering and sharing feedback and best practices that inform GTM strategy and product direction.
• Collaborate with partners to understand their business priorities, buying criteria, and timelines, aligning 1Password's solutions to their strategic goals.
• Work closely with the Partner team to understand partner roadmaps and objectives, ensuring technical alignment with critical business milestones.
• Collaborate with Product and Support teams on technical solutions proposed throughout the sales process, and proactively flag technical risks or blockers.
• Prepare and respond to partner RFIs, RFPs, and RFQs, producing high-quality, tailored responses.

What to Expect in Your First 6 Months

By End of Month 1

You will have gained a solid understanding of how 1Password's Go-to-Market team operates, the tools and processes used, 1Password as a product, and our security model. You will have onboarded onto the tools used by Sales Engineers day-to-day and started to build relationships with the Partner and Channel team.

By End of Month 3

You will be running partner calls independently, having completed demo feedback training, shadowed a range of call types, and hosted reverse-shadow sessions. Call types will include technical discoveries, technical consultations, 1Password platform demos, and developer tools demos. You will be completing partner RFPs and RFIs and beginning to attend partner and channel events.

By End of Month 6

You will be fully embedded in the partner ecosystem, regularly attending channel events, and have independently led at least one partner enablement session. You will have contributed to a co-sell opportunity from discovery through to close and been involved in at least one product launch from a Solutions Engineering perspective.