Job Description

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

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Location: Melbourne, Australia

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Key Responsibilities

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GTM Alignment & Pipeline Influence

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- Partner with Channel Account Managers and Airlock Sales Engineers to align enablement with pipeline priorities

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- Support partners in identifying and qualifying opportunities within their customer base

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- Contribute to joint account planning and partner-driven pipeline development

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- Foster relationships with key technical stakeholders within Airlock Digital's key strategic partners

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Partner Delivery Maturity

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- Work closely with partners currently delivering services to identify capability gaps

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- Improve technical depth and delivery quality

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- Develop repeatable deployment frameworks and best practices

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- Develop enablement content to ensure high delivery standards across partner ecosystem

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Partner Capability Development

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- Enable partner technical teams to support Airlock-led sales cycles

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- Ensure partners remain current on evolving Essential Eight requirements and their impact on application control strategies

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- Train strategic partners to deliver basic demonstrations where appropriate

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- Educate partners on application control fundamentals and Airlock's differentiation

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Evangelism & Market Development

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- Deliver enablement sessions, partner events, and regional workshops

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- Act as a subject matter expert on application control and endpoint security trends

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- Build Airlock mindshare within partner organizations

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Program Development & Feedback Loop

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- Contribute to building Airlock's global partner enablement framework

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- Support development of certification programs, labs/NFR environments, and partner readiness models

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- Gather and communicate partner feedback to product, marketing, and leadership teams

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- Help develop and refine partner-facing assets and messaging

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Experience

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Required Skills & Qualifications

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- 5–8+ years in Sales Engineering, Solutions Engineering, or Technical Pre-Sales

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- Proven experience working in a Channel Sales Engineering, Partner SE, or Partner Enablement role strongly preferred

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- Demonstrated experience enabling VARs, security-focused partners, or channel ecosystems

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- Experience in endpoint security, application control, or adjacent cybersecurity domains

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Technical Skills

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- 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)

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- Ability to deliver partner-facing enablement across both sales and technical audiences

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- Experience building or delivering demos, workshops, and technical training

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Core Competencies

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- Builder mindset — comfortable creating materials from scratch, and iterating them over time

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- Strong communication and presentation skills

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- Ability to influence without direct authority across partner and internal teams

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- Highly organized with the ability to scale across multiple partners and priorities

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Preferred Qualifications

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- Experience in high-growth or early-stage cybersecurity companies

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- Familiarity with VARs, MSSPs, and security-focused channel ecosystems

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- Experience developing enablement content, labs, or certification programs

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Why This Role

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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.

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What We Offer

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

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

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Our Commitment

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

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