Senior Solutions Engineer - Partners

Key Responsibilities Collaborate with Channel Account Managers and AEs to identify, qualify, and close new and expansion opportunities through the channel. Lead technical discovery, solution architecture, demos, and proofs-of-concept (POCs) for partner-sourced and co-sell deals, often involving multi-stakeholder enterprise or mid-market environments. Serve as a trusted technical advisor to partners and their end customers on zero-trust networking, secure connectivity, identity integrations, and emerging use cases (including AI gateway / Aperture-related scenarios & PAM). Develop and deliver partner technical enablement: training programs, certification content, demo environments, solution blueprints, reference architectures, and battle cards that help partners win and deploy Tailscale independently. Architect and guide complex multi-party deals (partner + customer + Tailscale), aligning technical requirements with business outcomes and navigating competitive landscapes. Provide structured field feedback from partners and joint customers to Product, Engineering, and GTM teams to influence roadmap priorities and packaging. Build and maintain high-trust relationships with key technical stakeholders at strategic partners; act as the escalation point for advanced architectural and integration questions. Collaborate cross-functionally (Sales, Partner, Product, Customer Success, Support) to improve handoffs, technical win rates, and partner-sourced revenue. Contribute to scalable SE processes, including reusable demo assets, partner-facing documentation, and best-practice playbooks. What We Are Looking For 6+ years in a customer-facing Solutions Engineer, Sales Engineer, or Solutions Architect role within networking, security, infrastructure, or related software (prior experience supporting or selling through channel partners strongly preferred). Direct experience enabling or co-selling with MSPs, OEMs, VARs, system integrators, or technology alliance partners in the networking, security, or cloud infrastructure space. Proven track record of co-owning pipeline and influencing quota outcomes in partnership with sales and/or channel teams. Deep understanding of zero-trust networking principles, secure remote access/connectivity, and identity & access management integrations (SSO, SAML, OIDC, SCIM). Strong networking fundamentals and troubleshooting skills: TCP/IP, DNS, routing, firewalls, NAT traversal, and related concepts. Hands-on architecture and deployment experience with at least two major cloud providers (AWS, GCP, Azure) and hybrid environments. Excellent communication and executive presence: ability to translate complex technical concepts into clear business value for both technical and non-technical audiences (partners, end customers, and internal stakeholders). Experience designing and delivering technical training or enablement content. Comfort operating in a high-growth, fully distributed environment with a high degree of autonomy and ownership. Willingness to travel occasionally (approximately 15-25%) for partner workshops, key customer meetings, conferences, and internal collaboration. Nice to Have Experience: Prior experience at a high-growth networking, security, or infrastructure SaaS company (WireGuard, VPN, SASE, ZTNA, PAM, or adjacent domains is a plus). Background working with regulated industries or compliance frameworks (SOC 2, HIPAA, PCI, etc.) in a pre-sales context. Technical Skills: Hands-on experience with scripting or automation (Python, Bash, Go, Terraform/HCL, K8s or similar) for demos, POCs, or partner tooling. Familiarity with AI gateway, LLM access governance, or related emerging use cases. Knowledge of the competitive landscape in zero-trust, SASE, and secure connectivity solutions. Previous exposure to Tailscale, WireGuard, or similar mesh-networking technologies. Enablement: Experience building reusable solution architectures, partner playbooks, or technical certification programs. As a company, we strive to maintain fair and equitable compensation practices within our team across all roles and all levels. Tailscale's compensation package includes base salary, equity, and comprehensive benefits. The salary range displayed on each job posting represents the target range for a new hire's base salary. Individual offers may vary based on experience and skill set. For this position, our pay ranges reflect target OTE (on target earnings), inclusive of base salary and variable compensation tied to the attainment of quarterly sales targets. CAN Pay Range (OTE) $335,000 — $335,000 CAD Frequently cited statistics show that people who identify with historically marginalized groups are likely to apply to jobs only if they meet 100% of the qualifications. We encourage you to help us break that statistic! What We Offer An inclusive, flexible environment where you can be your authentic self. We recognize the impact of diverse voices and backgrounds on the growth of our people, product, and company. And that flexibility in how and when you work empowers our team to integrate work and life. A competitive total compensation package. This includes a base salary, an equity incentive plan and variable commission (for quota-based roles). Comprehensive group benefits with no waiting period. Take advantage of coverage for health, vision, dental, and more for you and your family! Remote first company —most of our teams work fully remotely. Enjoy a change of scenery wherever you can get wifi, participate in virtual and in-person social events, and leverage our corporate co-working program to visit WeWork (or other similar spaces near you). Some roles require in-office collaboration depending on team needs, which will be clearly noted in the job description. Employer-funded retirement contributions. Tailscale will match your retirement contributions dollar-for-dollar, up to a maximum annual employer contribution equal to 0.75% of your eligible compensation. Connect with other Tai