Solution Engineer, MSP & Cloud Marketplace

About AvePoint:   

Beyond Secure. AvePoint is the global leader in data security, governance, and resilience, going beyond traditional solutions to ensure a robust data foundation and enable organizations everywhere to collaborate with confidence. Over 25,000 customers worldwide rely on the AvePoint Confidence Platform to prepare, secure, and optimize their critical data across Microsoft, Google, Salesforce, and other collaboration environments. AvePoint’s global channel partner program includes approximately 5,000 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! 

About the role  

The Solutions Engineer is the technical lead for AvePoint's Elements MSP business. Working alongside Partner Development Managers, distribution teams and strategic MSP partners, you will turn AvePoint technology into repeatable, scalable managed services that partners can take to market through cloud marketplaces. 

This is not a traditional product demonstration role. You will combine technical expertise, commercial awareness and partner enablement to help MSPs validate the opportunity, design their service, secure their first customers and build the capability to sell, demonstrate and deliver independently. Your success will be measured by technically activated partners, marketplace ARR influenced, opportunity conversion and the speed at which partners become self-sufficient. 

MISSION: Build technically capable MSP partners that can create, transact and scale repeatable AvePoint managed services through cloud marketplaces.  

What you will be doing  

Partner solution design and service creation  

• 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 the technical architecture, service scope, operating model and customer value proposition. 

• Create standardised demonstration, proof-of-concept, deployment and onboarding patterns that partners can reuse across customers. 

• Advise partners on how AvePoint capabilities can help their customers reduce cost, strengthen security and governance, improve resilience and increase business agility. 

Technical pre-sales and opportunity conversion  

• 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, where strategically appropriate, their customers. 

• Translate business and technical requirements into a clear solution recommendation, success criteria and mutual technical action plan. 

• 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, clearly connecting AvePoint technology to measurable customer and partner outcomes. 

Partner activation and self-sufficiency  

• Build structured enablement plans that move partners from initial training to independent selling, demonstrating, onboarding and delivery. 

• Coach partner sales and technical teams through their first opportunities, then progressively transfer capability to the partner. 

• Create practical technical assets, playbooks and reusable content that shorten time to first transaction and reduce dependency on AvePoint resources. 

• Assess partner technical readiness, identify capability gaps and agree clear actions with the Partner Development Manager. 

Distribution and marketplace scale  

• Work with the Distribution Business Manager and distributor technical teams to create scalable partner recruitment, onboarding and enablement programmes. 

• Support technical readiness for cloud marketplace transactions and help partners understand the technical requirements of the marketplace-led service model. 

• Enable distributor technical resources to support repeatable partner activation and reduce the need for direct AvePoint involvement in every opportunity. 

• Share feedback on recurring technical blockers, partner needs and marketplace friction to improve the overall Elements operating model. 

Cross-functional collaboration and market insight  

• 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 to provide a consistent partner journey and ensure clean handovers. 

• Support selected workshops, webinars, trade shows and partner events where there is a clear recruitment, activation, pipeline or ARR outcome. 

• Capture and communicate partner feedback, competitive insight, customer requirements and emerging market trends to relevant internal teams. 

How success will be measured  

Performance will be assessed through a balanced set of commercial, conversion and partner-capability outcomes. Measures may include: 

• Marketplace ARR and qualified pipeline technically influenced. 

• Number of MSP partners reaching agreed technical activation milestones. 

• Time from qualified partner recruitment to technical readiness, first opportunity and first transaction. 

• Technical win rate and proof-of-concept to close conversion. 

• Number of repeatable managed services successfully designed and launched with partners. 

• Partner self-sufficiency, including the ability to demonstrate, scope, onboard and deliver without routine AvePoint intervention. 

• Quality and reuse of technical assets, enablement content and deployment patterns. 

• Partner and internal stakeholder feedback on technical leadership, responsiveness and commercial impact. 

Role boundaries and ways of working  

The role works across the partner lifecycle, but ownership remains clear: 

Role  

Primary accountability  

Partner Development Manager  

Partner recruitment, qualification, commercial development, pipeline ownership and partner growth plan. 

Solutions Engineer  

Technical qualification, solution design, service creation, technical validation, opportunity progression and partner technical self-sufficiency. 

Distribution Business Manager  

Strategic distributor relationship, joint business plan, prioritisation and scaled execution through distribution. 

Partner Success  

Post-activation adoption, ongoing partner engagement, service growth and partner performance. 

Services and Support  

Implementation services and post-sale technical support, according to the agreed engagement and support model. 

Operating principle: Direct end-customer support should be prioritised where it helps activate a strategic partner, establish a repeatable service or reference, or progress a material marketplace opportunity. The role is not intended to become an unlimited technical resource for every partner-led transaction. 

What we're looking for  

• 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 judgement to prioritise 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. 

• BA/BS degree in Computer Science, Technology, Engineering or a related field, or equivalent relevant experience. 

Technical experience  

• 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. 

What good looks like  

You are technically credible, commercially curious and comfortable operating through partners. You do not simply deliver a strong demonstration; you help an MSP turn the technology into a service it can repeatedly sell and deliver. You know when to go deep, when to standardise and when to transfer ownership to the partner. You focus your time where it can create measurable pipeline, conversion, partner capability and marketplace ARR. 

Why join AvePoint?  

You will have the opportunity to shape how AvePoint scales its Elements MSP business, working across technology, partner strategy and commercial execution. You will help partners build valuable cloud services, develop your expertise across a broad technology portfolio and play a visible role in a growing marketplace-led business. 

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