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 workplace: hybrid or remote. Time off benefits 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 (Victoria)
🏢 Airlock Digital
📍 Victoria