Channel Solution Engineer

About the Role

This role offers the chance to excel as a pre-sales professional, working with cutting-edge software solutions in the dynamic tech industry. You will be a key technical lead, collaborating with partner account managers throughout the sales lifecycle of our Elements/Channel business. This is a consultative role focused on closing new deals by delivering technical presentations of AvePoint solutions and providing pre-sales support to prospective and returning partners and customers.

Key Responsibilities

• Presenting and demonstrating AvePoint's product offerings relevant to partners and customers objectives remotely and on-site.
• Facilitating Solution Discovery, Solution Overview, and Technical Deep Dive sessions.
• Communicating with prospective partners/customers, assisting and guiding them through their evaluation and selection process.
• Building tailored environments as Proof of Concept to illustrate product capabilities and align with customer objectives.
• Participating in writing proposals in response to RFIs / RFPs.
• Collaborating with partners to develop joint go-to-market strategies and initiatives.
• Assisting partners in pre-sales activities, including solution and technical demonstrations or enablement.
• Sharing information with sales and technical teams about products and the market.
• Helping the sales team identify and understand partners and customers business objectives to best align AvePoint technology.
• Establishing relationships with key customer / partner business and technical advocates.
• Developing partners and customer's buying vision for how AvePoint can help reduce costs and increase business agility.
• Supporting AvePoint Partner and Marketing teams with online and in-person events.
• Ownership of technical sales opportunity and partner recruit closure.
• Serving as a key technical resource through the sales cycle, becoming an authority in the features and benefits of AvePoint software and services solutions.

Requirements & Tech Stack

• 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.
• Readiness to think strategically to help close deals using technical knowledge coupled with a sales mentality.
• Understanding of the Channel Business (ISVs working with Managed Service Providers, Value Added Resellers, Distributors, and/or Systems Integrators).
• Ability to maintain excellent relationships with customers and colleagues.
• Ability to work individually and within a highly collaborative team.
• 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 differences between 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 (e.g., Office 365, Azure, AWS, Google Cloud) is strongly preferred.