Airlock Digital is a global leader in application control and allowlisting, helping organizations run only trusted software and protect against malware and ransomware.

Location: Melbourne, Australia

Key Responsibilities

GTM Alignment & Pipeline Influence

- Partner with Channel Account Managers and Airlock Sales Engineers to align enablement with pipeline priorities
- Support partners in identifying and qualifying opportunities within their customer base
- Contribute to joint account planning and partner-driven pipeline development
- Foster relationships with key technical stakeholders within Airlock Digital’s key strategic partners

Partner Delivery Maturity

- Work closely with partners currently delivering services to identify capability gaps
- Improve technical depth and delivery quality
- Develop repeatable deployment frameworks and best practices
- Develop enablement content to ensure high delivery standards across partner ecosystem

Partner Capability Development

- Enable partner technical teams to support Airlock-led sales cycles
- Ensure partners remain current on evolving Essential Eight requirements and their impact on application control strategies
- Train strategic partners to deliver basic demonstrations where appropriate
- Educate partners on application control fundamentals and Airlock’s differentiation

Evangelism & Market Development

- Deliver enablement sessions, partner events, and regional workshops
- Act as a subject matter expert on application control and endpoint security trends
- Build Airlock mindshare within partner organizations

Program Development & Feedback Loop

- Contribute to building Airlock’s global partner enablement framework
- Support development of certification programs, labs/NFR environments, and partner readiness models
- Gather and communicate partner feedback to product, marketing, and leadership teams
- Help develop and refine partner-facing assets and messaging

Experience

Required Skills & Qualifications

- 5–8+ years in Sales Engineering,



Solutions Engineering, or Technical Pre-Sales
- Proven experience working in a Channel Sales Engineering, Partner SE, or Partner Enablement role strongly preferred
- Demonstrated experience enabling VARs, security-focused partners, or channel ecosystems
- Experience in endpoint security, application control, or adjacent cybersecurity domains

Technical Skills

- Strong understanding of endpoint security concepts, with the ability to position and teach these concepts to partner audiences (e.g., application control, EDR, privilege management)
- Ability to deliver partner-facing enablement across both sales and technical audiences
- Experience building or delivering demos, workshops, and technical training

Core Competencies

- Builder mindset — comfortable creating materials from scratch, and iterating them over time
- Strong communication and presentation skills
- Ability to influence without direct authority across partner and internal teams
- Highly organized with the ability to scale across multiple partners and priorities

Preferred Qualifications

- Experience in high-growth or early-stage cybersecurity companies
- Familiarity with VARs, MSSPs, and security-focused channel ecosystems
- Experience developing enablement content, labs, or certification programs

Why This Role

You’ll play a critical role in maturing Airlock Digital’s most established partner ecosystem, ensuring partners can deliver consistent, high-quality outcomes while scaling Airlock’s impact across the region.

What We Offer

Flexible work environment: hybrid or remote. Time off benefits include paid volunteering time, birthday leave, paid parental leave, and a home office allowance.

We consider responsibilities, education, location, experience, knowledge, skills, and internal equity, along with market data and applicable laws, in defining compensation.

Our Commitment

We support our team members personally and professionally, valuing flexibility, trust, and a work setting that empowers team members to do their best work.

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📌 Channel Sales Engineer (Melbourne)
🏢 Airlock Digital
📍 Melbourne