Channel Solution Engineer (SI/VAR)
Sydney, Melbourne or Brisbane, Australia
About AvePoint
Securing the Future. AvePoint is a global leader in data management and data governance, and over 21,000 customers worldwide rely on our solutions to modernize the digital workplace across Microsoft, Google, Salesforce and other collaboration environments. AvePoint’s global channel partner program includes over 3,500 managed service providers, value added resellers and systems integrators, with our solutions available in more than 100 cloud marketplaces. To learn more, visit www.avepoint.com.
At AvePoint, we are committed to investing in our people: we believe agility, passion and teamwork sets us up to do our best work and fosters a culture where you feel empowered to take initiative, learn from others and craft your career with the intention to unleash the power of you!
About the position
As a Channel Solutions Engineer, you will be a key technical advisor, partnering with our channel sales team to drive success throughout the solutioning process for our channel partners (System Integrators and Value-Added Resellers). In this strategic and consultative role, you will proactively support partner enablement, gain a deep understanding of their challenges, and position AvePoint’s solutions to address their customers’ business needs. A growth mindset and proactive approach will be essential in helping our partners succeed.
What your day to day will look like:
- Presenting and demonstrating AvePoint’s product offerings relevant to customer & partner objectives remotely and on-site.
- Understanding for each of your partners their priorities and initiatives to align AvePoint’s value.
- Building environments tailored and solutions to partner and customer requirements as proof of concept during the sales lifecycle to illustrate product capabilities and how they align specifically with customer objectives.
- Participating in writing proposals in response to RFIs / RFPs that showcase how the AvePoint product line can satisfy customer requirements with attractive return on their investment
- Sharing information with the partners about our products and the market
- Acting as the customer and partner advocate and liaison to the AvePoint product management and development teams
- Helping the partners identify and understand customer business objectives and their organisation to best align AvePoint technology
- Establishing relationships with partners that have the power to embed AvePoint solutions as part of their go to market, services and offerings.
- Developing the messaging for partners to help them extend their services to their customers.
- Ownership of technical sales opportunity closure
- Articulate complex technical terms and features into simple business values to both customers and partners.
- Supporting AvePoint Partner and Marketing teams with their field activities.
What you will bring to our team:
You’re tasked with the technical enablement of your partner patch and assist as a key technical resource through the sales cycle. That means you will need to become an authority on the features and benefits of our software and solutions to educate partners, gain consensus, and demonstrate value solving both their concerns and their customers’ concerns. You’ll also help develop, plan and define the messaging behind aligning our solutions to our partners.
- Relevant experience on client-side, consulting-side or with an ISV
- Understanding of the channel business model (SI, distribution)
- Understanding of M365 architecture, components, and configuration
- Experience in pre-sales and/or delivery of solutions that leverage one or more of the following: M365 Security & Compliance (Purview), SharePoint Online, Microsoft Teams and the modern workplace.
- Broad knowledge of cloud and server offerings across Microsoft, Google and Salesforce
- Confident and enthusiastic presentation and demonstration skills that can articulate complex solutions into simple terms to drive business value.
- Advanced business and technical communication skills – can lead conversations to align technical value to a customer’s business needs
- Ability to think strategically using technical knowledge coupled with sales and SI mentality
- Ability to maintain excellent relationships with channel partners and colleagues
Benefits we offer:
- Competitive market-based compensation
- Career progression and internal mobility opportunities across our global footprint in North America, EMEA, and APAC
- Work life balance through hybrid working model of 3 days a week in office
- Generous PTO allowance incl. specific AvePoint Holidays (Birthday Day, Family Day, Holiday Half Day, Community Outreach Half Day!)
- Private Health Insurance
- Mobile Phone Plan Reimbursement
- Tuition Reimbursement
- Dedication Awards
- Employee Referral Program
- Novated Leasing
- ...and much more!
AvePoint is proud to employ talent from many different backgrounds, experiences, and identities. We believe that diversity and inclusion drives our success and is at the core of how we hire, communicate, and collaborate to deliver value and excellence. We are committed to fostering an environment where people can bring their whole selves to work and feel a sense of belonging, and we continue to work toward creating a workforce that represents the diversity of our customers and communities.
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