Veeam Software - Partner Solution Architect - SAI
Requirements
• 7+ years of experience in pre-sales engineering, solutions architecture, sales engineering or technical consulting for enterprise technology. • Demonstrated success in a channel-facing, partner technical or overlay pre-sales role. • Proven ability to collaborate with existing account and relationship owners while leading the technical sale for a specialized solution portfolio. • Experience enabling and supporting technical teams at VARs, solution providers, MSPs, integrators, or advisory partners. • Strong ability to lead technical discovery, solution design, product demonstrations and proofs of value. • 5+ years of hands-on experience in cybersecurity, data security, data governance, privacy or AI security. • Working knowledge of cloud platforms (AWS, Azure, GCP), SaaS applications, data platforms and identity and access management. • Ability to translate technical capabilities into business outcomes, architectures and use cases that both sales and technical audiences can act on. • Ability to influence internal and external stakeholders without relying on direct authority. • Strong communication, presentation, whiteboarding and technical writing skills. • Ability to manage multiple partner and customer engagements while maintaining accountability for measurable results. • Willingness to travel for partner meetings, enablement sessions, customer engagements and industry events. • Hands-on experience with Securiti.ai or comparable DSPM, data discovery and classification, AI governance, privacy management, or GRC platforms. • Experience designing partner-led assessments, managed services, workshops, or professional services offerings. • Familiarity with privacy and AI regulations and frameworks such as GDPR, CCPA, HIPAA, the EU AI Act and NIST AI RMF. • Relevant security, privacy, or cloud certifications (for example CIPP, CISSP, CCSP, or an AWS, Azure or GCP architect or security credential). • What You'll Get • What You'll Get • Veeam, following its acquisition of Securiti AI - the leader in AI-powered data security posture management (DSPM) - is seeking Business Development Representatives to drive growth in this innovative business. • You will generate new demand and build qualified pipeline, working both self-generated outbound and inbound demand from marketing. You will run discovery conversations that produce genuinely qualified opportunities, and stay with them until they are established with a Sales Specialist. • Minimum of 2 years experience as a Business Development Representative, Sales Development Representative, or in a related pipeline-generation role. • A track record of converting meetings into qualified opportunities, not just booking them. • Resilience and persistence — you treat objections as information and don’t take “no” as a final answer. • Excellent written and verbal communication, with strong listening skills and the ability to adapt your style to what you hear. • Genuine curiosity about buyers — you want to understand their world before engaging with your solution. • A self-starter with strong organisational skills and the discipline to keep a CRM accurate under pressure. • Confidence working alongside Sales Specialists and Marketing — agreeing priorities, giving honest feedback, and chasing or escalating when an opportunity stalls. • Exposure to data security, AI governance, data privacy or compliance as a market. • Experience using Salesforce and research tools. • Previous experience in technology or SaaS. • Comfort with AI-assisted productivity tools and experimenting with new technology. • Knowledge of account-based marketing and sales strategies. • What You’ll Get • What You’ll Get • Veeam offers benefits that support your whole self: • 25 paid vacation days, plus 4 extra global VeeaMe Days for self-care and 24 paid volunteer hours annually through Veeam Cares • Private medical, dental, and vision insurance with dependent enrolment • Life insurance with enhanced coverage and global 24/7 protection • Income protection after 26 weeks, covering a portion of salary • Defined contribution pension plan with employer match • Worldwide travel insurance for business and leisure, with option to enroll dependents • Employee Assistance Program with therapy, legal, and financial support, plus online GP services and wellbeing programs • Opportunities to learn and grow through on-demand libraries (LinkedIn Learning, O’Reilly), mentoring, workshops and learning events like our annual Global Day of Learning • Please note: If an applicant is permanently located outside of United Kingdom, Veeam reserves the right to decline the application for this position
Responsibilities
• Veeam Channel and Technical Alignment • Operate as the technical overlay within the Veeam channel organization: • Partner with Veeam Channel Managers, Strategic Partner Specialists and Systems Engineers to support each assigned partner with a consistent technical engagement cadence. • Own the Securiti.ai technical strategy, solution architecture and pre-sales motion within each partner relationship, while the Veeam Channel Manager retains ownership of the overall relationship. • Equip Veeam Systems Engineers and Channel Managers with the technical messaging, demo assets and training needed to introduce Securiti.ai into partner and customer conversations. • Set clear rules of engagement for technical support, opportunity handoffs and escalations so partners experience Veeam and Securiti.ai as one team. • Serve as the bridge between partners and Veeam and Securiti.ai product management, engineering, support and services teams, relaying field feedback and feature requirements. • Partner Technical Planning • Develop technical enablement and certification plans for assigned partners alongside their Veeam Channel Managers and Partner Specialists, setting goals for certified engineers, demo capability, proofs of value and delivery readiness. • Assess partner technical maturity, including security expertise, cloud and platform skills, services capacity and integration capabilities. • Incorporate Securiti.ai technical priorities into existing Veeam partner plans and quarterly business reviews. • Identify the lab, demo, training and technical resources each partner requires and review readiness on a regular cadence with Veeam and partner stakeholders. • Solution Architecture and Practice Enablement • Recruit, train and certify partner solution engineers, architects and services teams on Securiti.ai. • Lead the technical build-out of partner Data Security, DSPM and AI Governance practices, defining reference architectures, delivery methodologies, skills and certification paths. • Deliver technical training, workshops and hands-on labs that enable partner and Veeam teams to demonstrate and position Securiti.ai Data Security, DSPM, AI Security, AI Governance, Privacy and GRC capabilities. • Help partners design repeatable technical assessments, workshops, managed services and implementation offerings. • Architect joint solutions that integrate Securiti.ai with the partner’s own services and their existing Veeam portfolio, creating differentiated, repeatable solutions for their customers. • Create and maintain technical assets, including demo environments, reference architectures, solution briefs, discovery guides and competitive technical positioning. • Pre-Sales and Opportunity Support • Lead technical discovery, solution design, demonstrations and proofs of value with partners for priority customer opportunities. • Align Veeam, Securiti.ai and partner technical teams around priority customers, supporting opportunities from technical qualification through close. • Respond to technical requirements, RFPs and security questionnaires, and address architecture, integration and compliance questions from customer stakeholders. • Support a smooth transition from sale to implementation, ensuring partner delivery teams are prepared for successful deployment and adoption. • Measures of Success • Measures of Success • Securiti.ai pipeline and revenue influenced through partner technical engagement. • Number of partner engineers trained and certified on Securiti.ai and partners able to independently demonstrate, sell and deliver solutions. • Technical win rate and conversion of proofs of value into closed business. • Number of joint solutions, reference architectures and partner-led assessments and services brought to market. • Customer deployment success, partner satisfaction and strength of alignment with Veeam channel and technical teams. • Generate demand • Generate demand • Work inbound and marketing-sourced leads — demo requests, event leads and campaign responses. • Generate new demand through targeted outbound outreach: calls, emails, Apollo and LinkedIn Sales Navigator. • Research prospects to uncover business context and pain points, using AI-enabled tools to prioritise the accounts most likely to convert. • Qualify properly • Qualify properly • Qualify for value as well as fit — understand budget, scope and the size of the problem before advancing an opportunity. • Record meeting outcomes honestly. A meeting logged as moving forward is a commitment to convert it. • Convert meetings into pipeline • Convert qualified meetings into pipeline opportunities. • Own the handover to the Sales Specialist, ensuring actionable intelligence is documented in Salesforce. • Stay engaged after handover — support early discovery, help secure the next meeting, and keep the opportunity moving. • Partner with Sales Specialists and Marketing • Work with your Sales Specialists to agree target accounts and shape the outbound plan for your patch — know which accounts matter, and why, before you start. • Build genuine partnership on live opportunities: brief thoroughly, agree the next step, and keep the specialist informed as the opportunity develops. • Manage marketing-sourced leads to an agreed standard — follow up promptly, qualify consistently, and make sure nothing goes cold. • Give marketing structured feedback on lead quality, events and campaigns. You see first-hand what converts and what does not, and that insight should shape where the next investment goes. • Keep the record straight • Log every meeting outcome within 24 hours and link each opportunity to the meeting that originated it. • Maintain accurate records of account activity and qualification in Salesforce — reporting and forecasting depend on it. • Stay current on industry trends and the competitive landscape, and seek feedback to keep improving
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