Channel Solution Engineer

AvePoint, Inc.; South Carolina; On-site; USD 155,000 - 189,000; Full time

Benefits offered by this job

Medical; Dental; Vision coverage

401(k) with match

Unlimited PTO

Job summary

AvePoint, Inc. is seeking a strong pre-sales technical leader to collaborate with partner account managers across the sales lifecycle.

You will present AvePoint solutions, conduct technical deep dives, and help close deals through tailored proofs of concept and compelling demonstrations. In this role you will craft evaluations for partners and customers, deliver remote or on-site sessions, and support go-to-market initiatives while building lasting relationships with customers and channel

Qualifications

• BA/BS degree in Computer, Technology or Engineering or 5 years of relevant work experience
• Confident and enthusiastic presentation skills
• Advanced business and technical communication skills to lead conversations
• Ability to connect technical value to client business needs
• Willingness to learn and adapt in a fast-changing environment
• Understanding of channel partner ecosystems and MSPs/VARs

Responsibilities

• Present and demonstrate AvePoint product offerings to partners and customers remotely and on-site
• Lead Solution Discovery, Overview and Technical Deep Dives with partners and customers
• Assist and guide prospects through evaluation and selection processes
• Develop PoCs to illustrate product capabilities aligned to customer objectives
• Contribute to proposals in response to RFIs/RFPs demonstrating ROI
• Collaborate to develop joint go-to-market strategies
• Support pre-sales activities with demonstrations and enablement
• Share product knowledge with sales and technical teams
• Build relationships with customer/partner advocates to drive adoption
• Support partner/events and recruiting closures

Skills

Presentation skills

Communication

Sales mindset

Team collaboration

Technical troubleshooting

Education

BA/BS in Computer Science/Engineering or related field or 5 years experience

Tools

Windows Server

Microsoft SQL Server

SharePoint

Office 365 & Azure

Job description

AvePoint is the unifying Trust Layer for AI. AvePoint enables more than 28,000 organizations and 6,000 channel partners to protect, secure, and govern their entire AI estate across data, infrastructure, AI and agents for Microsoft, Google, Salesforce, and other leading cloud environments — so that enterprises can deploy AI with confidence and scale innovation without scaling risk. To learn more, visit www.avepoint.com .

About the role:

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.

What will you be doing?

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.

Your responsibilities will include:

• 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'minterested... is this the job for me?

We look for people who value agility,passionand 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.

You’retasked with serving as a key technical resource through the sales cycle. That meansyou’llneed to become an authority in the features and benefits of our software and services solutions to properlyeducate customers, gain consensus, and demonstrate value solving their SharePoint and Office 365 concerns.

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 andself-motivatedlearner
• 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

Technical Qualities:

• Experience in IT professionalrelated topics such as server and software installation,configurationand 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.

The on‑target earnings range for this role is $155,250 - $189,000. Our total rewards package includes base salary, commission, and annual equity (RSUs) and comprehensive benefits (medical, dental, vision, 401(k) with match, unlimited PTO). At AvePoint, we strive to offer competitive, fair, and equitable total rewards. The listed on target earnings range represents a good faith estimate, with final offers based on location, experience, skills, and qualifications.

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