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About the Role
The Solutions Engineer is the technical lead for AvePoint's Elements MSP business, combining technical expertise, commercial awareness, and partner enablement to help MSPs develop and market AvePoint technology as scalable managed services. The mission is to build technically capable MSP partners that can create, transact, and scale repeatable AvePoint managed services through cloud marketplaces.
Responsibilities
- Lead technical discovery with prospective and existing MSP partners to understand their service strategy, technical estate, customer needs, and routes to market.
- Help partners design, package, and launch repeatable managed services using AvePoint Elements, including technical architecture, service scope, operating model, and customer value proposition.
- Create standardized demonstration, proof-of-concept, deployment, and onboarding patterns for partner reuse.
- Advise partners on how AvePoint capabilities can help their customers reduce cost, strengthen security and governance, improve resilience, and increase business agility.
- Act as the technical lead across qualified Elements opportunities, from discovery and solution validation through evaluation and technical closure.
- Deliver compelling solution overviews, demonstrations, technical deep dives, workshops, and proofs of concept for partners and their customers.
- Translate business and technical requirements into clear solution recommendations, success criteria, and mutual technical action plans.
- Identify and resolve technical risks early while maintaining momentum and clear ownership through the evaluation process.
- Contribute to proposals and responses to RFIs and RFPs, connecting AvePoint technology to measurable customer and partner outcomes.
- Build structured enablement plans to move partners from initial training to independent selling, demonstrating, onboarding, and delivery.
- Coach partner sales and technical teams through their first opportunities, progressively transferring capability.
- Create practical technical assets, playbooks, and reusable content to shorten time to first transaction and reduce dependency on AvePoint resources.
- Assess partner technical readiness, identify capability gaps, and agree on clear actions with the Partner Development Manager.
- Work with the Distribution Business Manager and distributor technical teams to create scalable partner recruitment, onboarding, and enablement programs.
- Support technical readiness for cloud marketplace transactions and help partners understand marketplace-led service model requirements.
- Enable distributor technical resources to support repeatable partner activation and reduce direct AvePoint involvement.
- Share feedback on recurring technical blockers, partner needs, and marketplace friction to improve the Elements operating model.
- Partner closely with Partner Development Managers to qualify where technical investment will have the greatest commercial impact.
- Collaborate with Product, Marketing, Customer Success, Services, and Support teams to ensure a consistent partner journey and clean handovers.
- Support selected workshops, webinars, trade shows, and partner events with clear recruitment, activation, pipeline, or ARR outcomes.
- Capture and communicate partner feedback, competitive insight, customer requirements, and emerging market trends to relevant internal teams.
Requirements
- Experience in a solutions engineering, technical pre-sales, partner engineering, cloud consulting, or similar customer-facing technical role.
- Strong understanding of the MSP operating model and how ISVs work with MSPs, distributors, CSPs, VARs, and systems integrators.
- Ability to connect technical capability to a partner business model, customer outcome, and recurring revenue opportunity.
- Confident and engaging presentation, discovery, facilitation, and demonstration skills across business and technical audiences.
- Commercial awareness and the judgment to prioritize technical effort against qualified opportunities and partner potential.
- Ability to simplify complex requirements and build repeatable services, technical patterns, and enablement content.
- Strong stakeholder management, written communication, and collaboration skills.
- A self-motivated, adaptable approach and the ability to work effectively in a fast-changing, partner-led environment.
- Practical experience with Microsoft 365 administration, security, governance, backup, migration, or compliance solutions.
- Understanding of multi-tenant cloud service delivery and the operational requirements of MSPs.
- Working knowledge of Microsoft 365, Azure, Entra ID, Teams, OneDrive, SharePoint Online, and Microsoft Purview.
- Familiarity with cloud marketplaces, Microsoft CSP motions, and SaaS subscription models.
- Experience building demonstration, proof-of-concept, and onboarding environments.
- Understanding of APIs, automation, integrations, and repeatable deployment approaches.
- Broader knowledge of AWS, Google Cloud, Google Workspace, Windows Server, SQL Server, networking, and hybrid environments is advantageous.
Skills
- Solutions Engineering
- Technical Pre-sales
- Partner Engineering
- Cloud Consulting
- MSP Operating Model
- Microsoft 365 Administration
- Security
- Governance
- Backup
- Migration
- Compliance
- Multi-tenant Cloud Service Delivery
- Microsoft 365
- Azure
- Entra ID
- Teams
- OneDrive
- SharePoint Online
- Microsoft Purview
- Cloud Marketplaces
- Microsoft CSP
- SaaS Subscription Models
- APIs
- Automation
- Integrations
- Presentation Skills
- Discovery Skills
- Facilitation Skills
- Demonstration Skills
- Stakeholder Management
- Written Communication
- Collaboration Skills
Education Level
- BA/BS degree in Computer Science, Technology, Engineering or a related field, or equivalent relevant experience.
About the Company
- AvePoint is the global leader in data security, governance, and resilience, ensuring a robust data foundation and enabling organizations to collaborate with confidence.
- Over 25,000 customers worldwide rely on the AvePoint Confidence Platform.
- AvePoint's global channel partner program includes approximately 5,000 managed service providers, value-added resellers, and systems integrators.
- Solutions are available in over 100 cloud marketplaces.
- At AvePoint, we are committed to investing in our people, fostering a culture where employees are empowered to craft their career, make an impact, and own their future.
Equal Opportunity
- Any personal data you share with us during the application process will be processed strictly in compliance with applicable data protection laws and our Privacy Notice.