Channel Solution Engineer

AvePoint • Richmond, VA

36d • $90,000 - $130,000

About The Position

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. 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! Are you looking for a role where you can leverage your technical expertise and customer-facing skills in the dynamic tech industry? This position offers you the chance to excel as a pre-sales professional, working with cutting-edge software solutions. We provide continuous training and mentorship to support your journey to success as a sales engineer. As the key technical lead, you will collaborate with our partner account managers throughout the sales lifecycle of our Elements/Channel business. In this consultative role, you will help close new deals by delivering technical presentations of AvePoint solutions and providing pre-sales support to both 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 SharePoint and Office 365 concerns.

Requirements

• 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 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
• 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

Nice To Haves

• Broader knowledge of server and cloud offerings in the tech industry i.e. Office 365, Azure, AWS, Google Cloud is strongly preferred.

Responsibilities

• 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

Benefits

• comprehensive benefits (medical, dental, vision, 401(k) with match, unlimited PTO)
• bonuses
• commissions
• equity (RSUs)

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Industry: Professional, Scientific, and Technical Services
• Number of Employees: 1,001-5,000 employees