Channel Solution Engineer

About AvePoint: 

Beyond Secure. AvePoint is the global leader in data security, governance, and resilience, going beyond traditional solutions to ensure a robust data foundation and enable organizations everywhere to collaborate with confidence. Over 25,000 customers worldwide rely on the AvePoint Confidence Platform to prepare, secure, and optimize their critical data across Microsoft, Google, Salesforce, and other collaboration environments. AvePoint’s global channel partner program includes approximately 5,000 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. Agility, passion and teamwork set us up to do our best work and foster a culture where you are empowered to craft your career, make an impact, and own (y)our future. Unleash the power of you!

About the position:

As the Channel Solution Engineer, you will partner with our sales executives as the key technical lead throughout the sales lifecycle of our business. Through this partnership, you will work in a consultative role to assist in the successful closing of new deals by performing technical presentations of AvePoint solutions and pre-sales support to our prospective and returning partners and customers.

You’re tasked with serving as a key technical resource through the sales cycle. That means you’ll need to become an authority in the features and benefits of our software and services solutions to properly educate customers, gain consensus, and demonstrate value solving their cloud concerns such Microsoft 365 and/or Google to name a few. 

This role is for someone who wants to utilize their technical expertise and customer facing skills in the dynamic tech industry. This position is your opportunity to succeed as a pre-sales professional, allowing you to work with state of the art software offerings. We’ll provide you with continuous training and mentorship to help you on your way to success as a sales engineer. 

Specific responsibilities include, but are not limited to: 

• Presenting and demonstrating AvePoint’s product offerings relevant to partners and customers objectives remotely and on-site 
• Successfully facilitating Solution Discovery, Solution Overview, and Technical Deep Dive sessions with partners and customers 
• Communicating with prospective partners/customers, assisting and guiding them through their evaluation and selection process 
• Building environments tailored to partners and customers 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 
• Collaborate with partners to develop joint go-to-market strategies and initiatives that drive business growth 
• Assist partners in pre-sales activities, including solution and technical demonstrations or enablement. 
• Sharing information with the sales and technical teams about our products and the market 
• Helping the sales team identify and understand partners and customers business objectives and organization to best align AvePoint technology 
• Establishing relationships with key customer / partner business and technical advocates that have the power to drive long-term AvePoint solution adoption within their company 
• Developing partners and customer's buying vision for how AvePoint can help them reduce costs and increase business agility 
• Supporting AvePoint Partner and Marketing teams with their online and in-person events including workshops, tradeshows, and webinars 
• Ownership of technical sales opportunity and partner recruit closure 

OK, I'm interested... is this the job for me?  

We look for people who value agility, passion and teamwork; those who can bring fresh ideas to the table and want the opportunity to learn, grow, and expand their careers. Bring your aptitude and build upon what you do best for our customers, partners, team, and you.  

Other qualities you will need to be a fit for this role include:  

• BA/BS Degree (Computer, Technology and Engineering majors preferred) OR 5 years of relevant work experience 
• Confident and enthusiastic presentation skills 
• Quick and self-motivated learner 
• Advanced business and technical communication skills – can lead conversations to align technical value to client’s business needs 
• Readiness to think strategically to help close deals using technical knowledge coupled with sales mentality 
• Understanding of the Channel Business in how ISVs work with Partners like Managed Service Providers, Value Added Resellers, Distributors, and / or Systems Integrators 
• Ability to maintain excellent relationships with customers, partners and colleagues 
• Ability to work individually and within a highly collaborative team 
• Ability to travel International to accomplish business activities
• Willingness to learn and adapt in a dynamic and fast changing environment 
• Authoritative business analysis capabilities 
• Advanced troubleshooting skills 

Technical Qualities:  

• Experience in IT professional related topics such as server and software installation, configuration and administration, especially for Windows Server, Microsoft SQL Server, Dynamics CRM, SharePoint, Microsoft 365 & Azure technologies 
• Understanding of Microsoft SharePoint architecture, components, and configuration, including the differences between SharePoint versions and hybrid architecture 
• Working knowledge of TCP/IP, DNS, SMTP, and DHCP technologies 
• Working knowledge of Microsoft SQL Server, IIS, and Active Directory
• Broader knowledge of server and cloud offerings in the tech industry i.e. Office 365, Azure, AWS, Google Cloud is strongly preferred.
• Have completed or currently Pursuing Certifications such as the below examples is a nice to have. If not, we will support you in obtaining these with our tuition reimbursement program.
  • Microsoft 365 Certified: Fundamentals - Certifications | Microsoft Learn OR Microsoft Certified: Azure Fundamentals - Certifications | Microsoft Learn

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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