Channel Sales Engineer
ESET · Tokyo
Summary
The role serves as a key technical bridge between the Japanese market and ESET global teams, supporting partners and customers through technical consultations, solution design, product demonstrations, troubleshooting, and enablement. The successful candidate will work closely with Sales, Product Management, Customer Care, Technical Support, and Product Marketing teams at ESET HQ, helping partners drive adoption of ESET cybersecurity solutions, including MDR, XDR, and managed security services.Job description
Key Responsibilities
Partner Technical Enablement
- Provide technical pre-sales support to strategic channel partners, distributors, MSPs, and resellers.
- Conduct product presentations, demonstrations, workshops, webinars, and technical training sessions.
- Support partners in identifying customer requirements and recommending appropriate ESET solutions.
- Develop and localize technical documentation, deployment guides, best practices, and sales enablement materials.
- Support partner technical certification and competency development initiatives.
Solution Consulting & Sales Support
- Work closely with the Sales team to support customer and partner opportunities throughout the sales cycle.
- Design and present cybersecurity architectures and solution proposals.
- Assist partners and customers with Proof of Concept (PoC) planning, execution, and evaluation.
- Provide technical guidance during customer onboarding, deployment, and migration projects.
- Support upsell and cross-sell opportunities through technical consultations.
HQ Collaboration & Technical Escalation
- Act as a primary technical liaison between Japanese partners/customers and ESET global teams.
- Collaborate closely with Product Management, Customer Care, Security Monitoring, Technical Support, and Product Marketing teams.
- Coordinate technical escalations and facilitate resolution of complex customer issues.
- Provide feedback from the Japanese market to influence product improvements and future roadmap discussions.
- Participate in regular technical discussions, project reviews, and cross-functional meetings conducted in English.
Cloud, MDR & Security Service Adoption
- Support the adoption and deployment of ESET cloud-based platforms and services.
- Drive technical enablement for MDR, EDR, XDR, and Managed Security Service offerings.
- Assist partners in developing cybersecurity service offerings utilizing ESET technologies.
- Support migration projects from on-premises environments to cloud-based solutions.
- Identify opportunities to improve customer retention and increase product adoption.
Industry Engagement
- Represent ESET at partner events, cybersecurity conferences, seminars, and industry activities.
- Deliver technical presentations to customers, partners, and industry audiences.
- Maintain strong awareness of industry trends, competitive solutions, emerging threats, and cybersecurity technologies.
Qualifications
Required
- Bachelor's degree in Computer Science, Information Technology, Cybersecurity, or related field, or equivalent experience.
- 5+ years of experience in Pre-Sales Engineering, Solutions Engineering, Technical Account Management, or related technical customer-facing roles.
- Strong understanding of cybersecurity technologies and architectures.
- Experience supporting channel partners, distributors, MSPs, or reseller ecosystems.
- Excellent presentation, communication, and technical training skills.
- Strong troubleshooting and problem-solving capabilities.
- Business-level Japanese and professional-level English communication skills (written and verbal).
- Ability to lead technical discussions with both Japanese customers and global stakeholders.
Preferred
- Experience with Endpoint Security, EDR, XDR, MDR, Threat Intelligence, or Managed Security Services.
- Experience working in multinational organizations.
- Experience collaborating with Product Management or technical HQ teams.
- Security-related certifications such as CISSP, Security+, CEH, GIAC, Microsoft Security, or equivalent.
- Knowledge of cloud platforms and SaaS security technologies.
- Experience developing technical enablement programs for channel partners.
Success Profile
The ideal candidate is a technically skilled cybersecurity professional who can effectively communicate complex topics to both business and technical audiences. This individual will be comfortable working across cultures, collaborating with global teams in English, and helping channel partners deliver successful cybersecurity outcomes for customers throughout Japan.
主な業務内容
パートナー向け技術支援
- キヤノンマーケティングジャパン、キヤノンITソリューションズ、および販売パートナーに対する技術支援
- 製品説明会、ウェビナー、ハンズオントレーニングの企画および実施
- 顧客要件に応じた技術提案およびソリューション設計支援
- 技術資料、導入ガイド、ベストプラクティス資料などの作成およびローカライズ
- パートナー認定取得や技術スキル向上プログラムの支援
セールスおよびソリューション提案支援
- 営業チームと連携した提案活動の技術支援
- サイバーセキュリティソリューションの設計および提案
- PoC (Proof of Concept)の企画・実施・評価支援
- アップセルおよびクロスセル機会創出に向けた技術コンサルティング
本社との技術連携・エスカレーション対応
- 日本国内パートナー・顧客と、ESET本社との技術窓口として活動
- Product Management、Customer Care、Security Monitoring、Technical Supportチームとの連携
- 高度な技術課題やエスカレーション案件の推進および解決支援
- 日本市場からのフィードバックの収集および本社への提言
- 英語による技術会議、案件レビュー、プロジェクトミーティングへの参加
クラウド・MDRサービス推進
- ESET PROTECTを中心としたクラウドソリューションの導入支援
- MDR, EDR, XDR, Threat Intelligenceなどの提案活動支援
- パートナーによるマネージドセキュリティサービス提供の技術支援
- オンプレミス環境からクラウド環境への移行支援
- 顧客維持およびサービス利用拡大のための技術支援
マーケット啓発活動
- セミナー、展示会、パートナーイベントなどへの登壇
- 技術プレゼンテーションおよびデモンストレーションの実施
- サイバーセキュリティ市場動向、競合製品、脅威動向の継続的な調査・情報発信
応募資格
必須要件
- IT、情報システム、サイバーセキュリティ関連分野の学位、または同等の実務経験
- プリセールス、セールスエンジニア、ソリューションエンジニア、テクニカルアカウントマネージャー等の経験（目安5年以上）
- サイバーセキュリティまたはITインフラに関する知識
- パートナービジネス、代理店ビジネス、販売チャネル支援経験
- 優れたプレゼンテーション能力およびコミュニケーション能力
- 日本語によるビジネスコミュニケーション能力
- 英語によるビジネスコミュニケーション能力（会議参加、技術説明、メール対応を含む）
- 日本国内顧客および海外ステークホルダーとの技術的な折衝経験
歓迎要件
- Endpoint Security、EDR、XDR、MDR、Threat Intelligence領域での業務経験
- サイバーセキュリティベンダーでの勤務経験
- 多国籍環境における業務経験
- Product Managementや開発組織との協業経験
- SaaS、クラウドサービスに関する知識
- CISSP、Security+、CEH等のセキュリティ資格保有者
- パートナー向け技術イネーブルメントの経験
求める人物像
- 技術的な内容を分かりやすく説明できる方
- パートナーや顧客との信頼関係を構築できる方
- 日本市場のニーズを理解し、本社へ適切に伝えられる方
- 自ら課題を発見し、関係者を巻き込みながら解決できる方
- 英語によるグローバルコミュニケーションを積極的に行える方
#LI-KP1 #LI-Hybrid #mid
Benefits
Family
- Supports work/family balance
- Time to recharge: Various leave policies to support all of life’s big moments
Office
- Pension scheme: Attractive 401K rates in saving up for later years
- Centrally located: Located right in the heart of Shinagawa
Other
- Hybrid work culture: Remote work arrangements that balance personal commitments and face/face time with co-workers from around the world
- Fuel your growth: Access to world-class learning platforms and development opportunities
Primary location
TokyoAdditional locations
Time type
Full timeMore jobs at ESET · Sales & Business Development jobs in Tokyo