We are seeking a highly motivated and experienced Presales Consultant with a strong understanding of channel sales to join our growing team. In this role, you will be instrumental in enabling our partner network to effectively sell and deliver our innovative IAM and PKI solutions. You will act as the technical and solution expert, supporting our partners in understanding customer needs, articulating the value proposition of our offerings, and guiding their prospects through the evaluation process. This is an exciting opportunity to contribute to the success of a developing product and build strong relationships within our partner ecosystem.

Key responsibilities

Your challenges and areas of responsibility will include, but not limited to:

• Partner Enablement: Develop and deliver technical training, workshops, and presentations to our channel partners to enhance their understanding of our IAM and PKI solutions.
• Joint Sales Engagement: Collaborate with our channel partners on key sales opportunities, providing technical expertise and support during customer engagements.
• Solution Development: Work with partners to design tailored IAM and PKI solutions that address their customers’ needs and leverage the unique capabilities of our developing product, ensuring solutions are implementable and supportable by the partner.
• Product Demonstrations & Presentations: Equip partners with the necessary materials and knowledge to deliver compelling and technical sound presentations and demonstrations of our IAM and PKI solutions. Provide direct support for critical partner-led demos when required.
• Technical Expertise: Serve as the subject matter expert on IAM and PKI concepts, technologies, and industry best practices for our partner network. Maintain a deep understanding of our product roadmap and its relevance to partner offerings.
• RFP/RFI Response: Assist partners in the technical response to Requests for Proposals (RFPs) and Requests for Information (RFIs), ensuring accurate and compelling articulation of our solution within their broader proposal.
• Proof of Concept (POC) Support: Provide guidance and support to partners in planning and executing Proof of Concepts (POCs) to demonstrate the feasibility and value of our solutions in their customers’ environments.
• Relationship Building: Build strong relationships with technical and sales stakeholders within our channel partner organizations, becoming a trusted advisor.
• Feedback to Product: Gather and relay valuable feedback from our partners and their customers to the product development team to help shape the future direction of our IAM and PKI solutions, considering partner implementation and support capabilities.
• Stay Current: Continuously update knowledge on emerging IAM and PKI trends, technologies, and competitive offerings, and effectively communicate these updates to our partner network.
• Develop Partner-Specific Resources: Create technical documentation, FAQs, and other resources tailored to the needs of our channel partners.
• Understand Customer and Partner Needs: Engage with prospective customers and partners to thoroughly understand their business challenges, security requirements, and existing IAM and PKI infrastructure.

Qualifications and Experience

• Strong understanding of core IAM concepts, including identity lifecycle management, access control models (RBAC, ABAC), authentication and authorization protocols (OAuth 2.0, SAML), directory services (LDAP, Active Directory), and identity governance.
• Understanding cloud technologies such as AZURE (including ENTRA ID), Google Cloud, AWS, and more.
• Solid knowledge of PKI principles, certificate management, digital signatures, encryption technologies, and hardware security modules (HSMs).
• Familiarity with relevant industry standards and compliance frameworks (e.g., NIST, NIS2, DORA, ISO 27001).
• Proven experience (typically 3-5+ years) in presales, sales engineering, technical consulting, or channel enablement role focused on IAM and/or PKI solutions.
• Understanding partner business models and motivations.
• Experience with solution selling methodologies and partner engagement strategies.

Key responsibilities

• Excellent presentation and communication skills, with the ability to articulate complex technical concepts to both technical and non-technical audiences, including partner sales teams.
• Strong problem-solving and analytical skills to understand customer challenges and design effective solutions in collaboration with partners.
• Ability to manage multiple partner engagements and priorities effectively.
• Strong interpersonal and relationship-building skills, particularly in a partner-facing context.
• Excellent written and communication skills in English, French or German verbal a plus.
• Ability to work independently and as part of a collaborative team, both internally and with external partners.
• Bachelor’s degree in computer science, Information Security, or a related technical field. Relevant certifications (e.g., CISSP, CISM) are a plus.

Bonus

• Existing relationships with relevant IAM and PKI channel partners.
• Experience with partner portals and enablement platforms.
• Familiarity with cloud-based IAM and PKI services and their implications for channel partners.
• Understanding of joint marketing and sales activities with partners.

We offer you exciting and challenging tasks in a modern and dynamic working environment with a flat hierarchy and short decision-making processes. You are part of a highly qualified and committed team in which fairness and team spirit are lived. The possibility to work in a home office, attractive further training opportunities and a generous pension fund solution are all part of the package.

Are you ready for a new job opportunity? Join our team and send us your application today.

Direct applications are preferred.