Sr Solutions Architect - Partner Sales

Egnyte • Draper, UT

11d

About The Position

Egnyte is seeking a dedicated Channel Solutions Architect to work closely with our Managed Service Providers (MSP) partners. In this role, you will focus on enabling partners and their technical teams to scale the adoption and sales of the Egnyte platform and solutions, while actively participating in joint co-selling motions alongside MSP partners. You will help partners position, demonstrate, and deliver Egnyte solutions to their customers, combining technical enablement with direct engagement in partner-led opportunities. You will play a key role in helping our channel sales partners better understand how to sell, deploy, and support Egnyte at scale. You will work on enabling sellers (technical and not) in Egnyte certifications to sell and support the platform. As a technical advisor, you will collaborate cross functionally with product, engineering, and sales in order to identify and overcome potential challenges in our partners GTM and deployments of the Egnyte platform. You will empower partners by providing the technical guidance and resources they need to succeed in alignment with Egnyte’s channel KPIs and help deepen wallet-share with value-added use cases that surround the Egnyte platform. You’ll be involved in partner demos, POCs, and technical discussions, occasionally conducting demos of Egnyte’s platform to end-users alongside our partners.
You’ll develop deep knowledge of the Egnyte platform, competitive landscape, integrations, and industry-specific needs while continuously enabling partners to grow and scale their customers usage and purchase of the Egnyte platform.

Requirements

• 5+ years of experience as a pre-sales engineer with a STRONG emphasis on channel sales, specifically Managed Service Providers (MSP).
• Technical expertise in content collaboration, information security, and data governance, with the ability to articulate complex technical concepts to non-technical audiences.
• Deep curiosity about emerging technologies and a passion for sharing knowledge with partners and peers to drive success.
• Proven ability to work effectively in a highly collaborative team environment, with a focus on enabling partner growth and success.
• Strong presentation skills and ability to sell effectively in front of a mixed technical and non-technical audience.
• Experience with video collaboration tools such as Zoom and Teams, and the ability to effectively communicate in a virtual setting.
• Familiarity with the sales process and the unique dynamics of a channel-driven sales model, understanding how to navigate partner relationships to drive joint success.
• A high degree of personal responsibility and accountability as part of a growing team focused on scaling partner engagement.
• Broad knowledge of SaaS, IaaS, security and collaboration/governance technologies, with an ability to align these to the partner’s business needs.

Responsibilities

• Understand and assess the unique needs of our partners’ businesses, challenging their current approaches and demonstrating the value of Egnyte’s solutions and Platform. Clearly articulate the “Why Egnyte” and position our platform as the go-to solution for their customers.
• Conduct both in-person and remote technical enablement sessions, product demos, and workshops with partners, collaborating closely with Partner Account Managers to communicate the technical value proposition of Egnyte and drive partner adoption.
• Partner with Account Managers to support strategic partners by ensuring they can deliver high-quality demos, run effective proof-of-concepts (POC) evaluations, and confidently address questions from their customer base regarding our solutions.
• Proactively engage with partners to provide technical guidance, resources, and training both online and on-site, ensuring they are equipped to effectively sell and deploy Egnyte at scale.
• Help instill a “partner-first” mindset across the Sales Engineering team, reinforcing the importance of enabling partners to succeed.
• Continuously develop expertise in all Egnyte products and services, competitive solutions, and platform integrations by leveraging self-education and internal enablement resources to stay ahead in the market.
• Travel to partner/customer sites, internal Egnyte meetings, and trade shows or conferences as needed (travel amount TBD).

Benefits

• Competitive salaries and comprehensive benefits
• Flexible hours and generous time off (RTO, Responsible Time Off) to help support your work-life balance
• Paid holidays and sick time
• 401(k) with company match
• Health Savings Account (HSA) with a generous employer contribution and Flexible Spending Account (FSA) options
• Up to 12wks of paid Parental and 10wks Adoption Leave to help you grow your family
• Modern and collaborative offices located in Draper, UT; Raleigh, NC; Mountain View, CA; Reading, England, and Poznan, Poland
• Gym, cell phone, and internet reimbursement
• Free well-being apps such as Spring Health for Guardian are offered, as well access to our Employee Assistance Program (EAP)
• Perks include discounted pet insurance, electronics, theme park tickets, travel, plus more
• Your own Egnyte account with lifetime access
• HealthJoy – a benefits navigation app that lets you access your benefits and get answers to your questions all in one place
• One Medical virtual care, providing you with healthcare access across the country

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed