1password - Sales Engineer, Channel

• 5+ years of experience in customer-facing and partner-facing roles within a B2B SaaS environment. • Ability to translate complex technical concepts into clear, compelling narratives for both technical and non-technical audiences. • Proven ability to deliver engaging, high-impact presentations and product demonstrations to partner stakeholders at all levels, including C-suite. • Ability to articulate how 1Password's go-to-market strategy and product portfolio complement and amplify partner solutions, clearly demonstrating how our sales plays and co-sell programmes create net-new revenue opportunities within joint accounts. • Experience in designing and delivering technical enablement sessions to upskill partner sales and technical teams on product positioning, demos, and competitive differentiation. • Familiarity with channel partner business models, including VAR, MSP, distributor, and ISV structures, with an understanding of margin, deal registration, and incentive programmes. • Proven ability to lead structured technical discovery conversations with partner teams and end customers to surface unmet needs and align solution fit. • Experience in collaborating with enablement to produce technical collateral for partner audiences, including solution briefs, integration guides, and demo scripts. • Strong level of autonomy with the ability to drive projects with limited guidance. • Comfortable managing multiple partner engagements simultaneously, prioritising effectively in a fast-paced, high-growth environment. • Familiarity with the acronyms SCIM, AD, CLI, SSO, MSP, and SaaS, and comfort navigating technical conversations in identity and access management contexts. • 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. • Experience in, or strong familiarity with, the security and identity space, including credential management, privileged access, or secrets management. Prior exposure to tools such as HashiCorp Vault, CyberArk, BeyondTrust, Delinea, or similar PAM and secrets platforms is a significant advantage. • 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, or similar). Personal experience with 1Password or another password manager. While not required, it will help you build confidence in the role quickly. • 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 that could impact deal progression or partner confidence. • 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. • UK-based roles only: The annual base salary for this role is between £62,000 GBP and £87,000 GBP, and is commission-eligible. This role is also immediate participation in 1Password's benefits program (health, dental, pension, and many others), utilization of our generous paid time off, an equity grant and, where applicable, participation in our incentive programs. • At 1Password, we approach each individual's compensation with a promise of fair market value and internal equity commensurate with experience and specific skill set. • This posting is for an existing vacancy. • At 1Password, we prioritize collaboration, clear and transparent communication, receptiveness to feedback, and alignment with our core values: keep it simple, lead with honesty, and put people first. • You’ll be part of a team that challenges the status quo, and is excited to experiment and iterate in search of the best solution. That said, 1Password is not for everyone https://blog.1password.com/inside-the-culture-powering-1passwords-next-chapter/. Our work is demanding, we strive for excellence, and the pace is fast. We need people who are keen to take on challenging problems, who seek feedback to grow, and who are driven to make an impact. If you're looking for a place where you can settle into a comfortable routine, this might not be the right fit for you. We’re looking for individuals who are proven experts in their fields, as well as those who are highly adaptable, can thrive in ambiguity and through change, are curious, and above all deliver results. • How we work with AI • We are committed to leveraging cutting-edge technology—including AI—to achieve our mission. We also understand that thinking critically about AI in its current forms will help us create better solutions for our customers and ourselves with its future forms, which will help us continue to close the gap between security and privacy and achieve our mission. We want team members at all levels to take the approach of actively learning AI best practices, identifying opportunities to apply AI in meaningful ways, and driving innovative solutions in their daily work. Embracing the future of AI isn't just encouraged—it's an essential part of how we will be successful at 1Password. • This approach extends to our hiring process—candidates are welcome to use AI tools responsibly and thoughtfully during the application process. • Our approach to work • We recognize the power of both in person collaboration and remote work. Some roles are designated as remote-first, with an expectation that individuals work from their homes majority of the time, while others are designated as in-office roles, with an expectation of being on-site on a regular basis. We recognize that certain roles benefit from regular, in-person connection to support collaboration, team cohesion, and customer engagement. • For all roles, occasional travel may be required. This includes things like: department-wide offsites, quarterly department meetings and periodic customer events. These events are typically held in varying locations across Canada, USA and/or EMEA. In leadership roles, you can expect to travel once per month on average. • Note: All go-to market roles will have an in-person onboarding in Toronto.