{"id":3331736,"url":"https://alion.io/job/veeam-software-partner-solution-architect-sai-2","title":"Partner Solution Architect - SAI","company":{"id":2260,"name":"Veeam Software","domain":"veeam.com","url":"https://alion.io/company/veeam-software","size_band":"5000+","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"B","score":81,"open_postings":33,"ghost_share":0,"stale_share":0.727,"repost_share":0.03,"time_to_fill_p50_days":47,"computed_at":"2026-10-29T05:49:05Z"}},"role":"Solutions","role_family":"Solutions","seniority":"staff","employment_type":null,"work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"posting_text","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["United Kingdom"],"countries":["GB"],"hiring_countries":["GB"],"hiring_countries_total":1,"salary":null,"salary_estimate":{"min_usd":152000,"max_usd":268000,"period":"year","method":"role_seniority_country_cell","sample_n":53},"experience_years_min":7,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AWS","optional":false},{"name":"Azure","optional":false},{"name":"GCP","optional":false},{"name":"EU AI Act","optional":true},{"name":"GDPR","optional":true},{"name":"HIPAA","optional":true},{"name":"NIST AI RMF","optional":true}],"status":"live","first_seen_at":"2026-10-27T10:41:26Z","employer_posted_date":"2026-10-27","last_verified_at":"2026-10-29T18:01:45Z","board_verified":true,"closed_at":null,"days_open":2,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":2},"description":"Veeam is the Data and AI Trust Company, specializing in helping organizations ensure their data and AI are fully understood, secured, and resilient to enable the acceleration of safe AI at scale. As the market leader in both data resilience and data security posture management, Veeam is built for the convergence of identity, data, security, and AI risk. Headquartered in Seattle with offices in more than 30 countries, Veeam protects over 550,000 customers worldwide, who trust Veeam to keep their businesses running. Join us as we go fearlessly forward together, growing, learning, and making a real impact for some of the world’s biggest brands.\nVeeam is the Data and AI Trust Company, specializing in helping organizations ensure their data and AI are fully understood, secured and resilient to enable the acceleration of safe AI at scale. As the market leader in both data resilience and data security posture management, Veeam is built for the convergence of identity, data, security and AI risk. Headquartered in Seattle with offices in more than 30 countries, Veeam protects over 550,000 customers worldwide, who trust Veeam to keep their businesses running. Join us as we go fearlessly forward together, growing, learning and making a real impact for some of the world’s biggest brands. \nAbout the Role \nVeeam is seeking a technically strong, customer-focused Strategic Partner Solutions Architect - Securiti.ai to accelerate Securiti.ai business through the established Veeam partner ecosystem. This individual will serve as the trusted technical advisor to Veeam partners, working closely with Veeam’s Channel Managers, Strategic Partner Specialists and Systems Engineers to design, demonstrate and validate Securiti.ai solutions for partners and their customers. This position adds deep technical expertise to the partner motion while preserving the Channel Manager’s ownership of the overall partner relationship. \nThe Solutions Architect will bring hands-on expertise in Data Security, DSPM, AI Security, AI Governance, Privacy and GRC. Together with Veeam channel and partner teams, this individual will build partner technical capability, lead solution design and proofs of value, and help convert partner-led opportunities into measurable Securiti.ai pipeline and revenue. \n Success requires technical depth, strong collaboration and the ability to translate complex data security and AI governance requirements into clear, deployable solutions. The ideal candidate is a credible pre-sales architect who excels in an overlay model - someone who strengthens existing Veeam partner relationships while contributing the architecture, demonstrations and enablement needed to build a successful Securiti.ai practice. This person can earn the confidence of partner engineers and customer security leaders alike and turn technical engagement into repeatable, partner-delivered outcomes. \n What You’ll Do \n Veeam Channel and Technical Alignment \nOperate as the technical overlay within the Veeam channel organization: \nPartner with Veeam Channel Managers, Strategic Partner Specialists and Systems Engineers to support each assigned partner with a consistent technical engagement cadence. \nOwn 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. \nJointly engage partner technical leaders with Veeam teams to align on priority use cases, solution roadmaps and technical investments. \nEquip Veeam Systems Engineers and Channel Managers with the technical messaging, demo assets and training needed to introduce Securiti.ai into partner and customer conversations. \nSet clear rules of engagement for technical support, opportunity handoffs and escalations so partners experience Veeam and Securiti.ai as one team. \nServe as the bridge between partners and Veeam and Securiti.ai product management, engineering, support and services teams, relaying field feedback and feature requirements. \n Partner Technical Planning \nDevelop 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. \nAssess partner technical maturity, including security expertise, cloud and platform skills, services capacity and integration capabilities. \nIncorporate Securiti.ai technical priorities into existing Veeam partner plans and quarterly business reviews. \nIdentify the lab, demo, training and technical resources each partner requires and review readiness on a regular cadence with Veeam and partner stakeholders. \n Solution Architecture and Practice Enablement \nRecruit, train and certify partner solution engineers, architects and services teams on Securiti.ai. \nLead the technical build-out of partner Data Security, DSPM and AI Governance practices, defining reference architectures, delivery methodologies, skills and certification paths. \nDeliver 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. \nHelp partners design repeatable technical assessments, workshops, managed services and implementation offerings. \nArchitect joint solutions that integrate Securiti.ai with the partner’s own services and their existing Veeam portfolio, creating differentiated, repeatable solutions for their customers. \nCreate and maintain technical assets, including demo environments, reference architectures, solution briefs, discovery guides and competitive technical positioning. \n Pre-Sales and Opportunity Support \nLead technical discovery, solution design, demonstrations and proofs of value with partners for priority customer opportunities. \nAlign Veeam, Securiti.ai and partner technical teams around priority customers, supporting opportunities from technical qualification through close. \nRespond to technical requirements, RFPs and security questionnaires, and address architecture, integration and compliance questions from customer stakeholders. \nSupport a smooth transition from sale to implementation, ensuring partner delivery teams are prepared for successful deployment and adoption. \n Measures of Success \nSecuriti.ai pipeline and revenue influenced through partner technical engagement. \nNumber of partner engineers trained and certified on Securiti.ai and partners able to independently demonstrate, sell and deliver solutions. \nTechnical win rate and conversion of proofs of value into closed business. \nNumber of joint solutions, reference architectures and partner-led assessments and services brought to market. \nCustomer deployment success, partner satisfaction and strength of alignment with Veeam channel and technical teams. \nWhat You’ll Bring \n 7+ years of experience in pre-sales engineering, solutions architecture, sales engineering or technical consulting for enterprise technology. \nDemonstrated success in a channel-facing, partner technical or overlay pre-sales role. \nProven ability to collaborate with existing account and relationship owners while leading the technical sale for a specialized solution portfolio. \nExperience enabling and supporting technical teams at VARs, solution providers, MSPs, integrators, or advisory partners. \nStrong ability to lead technical discovery, solution design, product demonstrations and proofs of value. \n5+ years of hands-on experience in cybersecurity, data security, data governance, privacy or AI security. \nWorking knowledge of cloud platforms (AWS, Azure, GCP), SaaS applications, data platforms and identity and access management. \nAbility to translate technical capabilities into business outcomes, architectures and use cases that both sales and technical audiences can act on. \nAbility to influence internal and external stakeholders without relying on direct authority. \nStrong communication, presentation, whiteboarding and technical writing skills. \nAbility to manage multiple partner and customer engagements while maintaining accountability for measurable results. \nWillingness to travel for partner meetings, enablement sessions, customer engagements and industry events. \n Bonus Skills \nHands-on experience with Securiti.ai or comparable DSPM, data discovery and classification, AI governance, privacy management, or GRC platforms. \nExperience designing partner-led assessments, managed services, workshops, or professional services offerings. \nFamiliarity with privacy and AI regulations and frameworks such as GDPR, CCPA, HIPAA, the EU AI Act and NIST AI RMF. \nRelevant security, privacy, or cloud certifications (for example CIPP, CISSP, CCSP, or an AWS, Azure or GCP architect or security credential). \nWhat You'll Get\nVeeam, 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. \nYou 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. \nWhat You’ll Do\nGenerate demand \nWork inbound and marketing-sourced leads - demo requests, event leads and campaign responses.\nGenerate new demand through targeted outbound outreach: calls, emails, Apollo and LinkedIn Sales Navigator.\nResearch prospects to uncover business context and pain points, using AI-enabled tools to prioritise the accounts most likely to convert. \nQualify properly \nApply structured PACCT qualification frameworks to assess fit, readiness and urgency.\nQualify for value as well as fit - understand budget, scope and the size of the problem before advancing an opportunity.\nRecord meeting outcomes honestly. A meeting logged as moving forward is a commitment to convert it. \nConvert meetings into pipeline \nConvert qualified meetings into pipeline opportunities.\nOwn the handover to the Sales Specialist, ensuring actionable intelligence is documented in Salesforce.\nStay engaged after handover - support early discovery, help secure the next meeting, and keep the opportunity moving. \nPartner with Sales Specialists and Marketing \nWork 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.\nBuild genuine partnership on live opportunities: brief thoroughly, agree the next step, and keep the specialist informed as the opportunity develops.\nManage marketing-sourced leads to an agreed standard - follow up promptly, qualify consistently, and make sure nothing goes cold.\nGive 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. \nKeep the record straight \nLog every meeting outcome within 24 hours and link each opportunity to the meeting that originated it.\nMaintain accurate records of account activity and qualification in Salesforce - reporting and forecasting depend on it. \nGrow\nStay current on industry trends and the competitive landscape, and seek feedback to keep improving\nWhat You’ll Bring\nMinimum of 2 years experience as a Business Development Representative, Sales Development Representative, or in a related pipeline-generation role.\nA track record of converting meetings into qualified opportunities, not just booking them.\nResilience and persistence - you treat objections as information and don’t take “no” as a final answer.\nExcellent written and verbal communication, with strong listening skills and the ability to adapt your style to what you hear.\nGenuine curiosity about buyers - you want to understand their world before engaging with your solution.\nA self-starte...","description_format":"text","description_chars":14498,"description_truncated":true,"requirements":{"experience_years_min":7,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Life insurance","Vision insurance"],"hiring_locations":[{"name":"United Kingdom","iso":"GB","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Backup & Disaster Recovery"],"lifecycle":[{"event":"open","at":"2026-10-27T12:20:01Z"}],"visa":[{"country":"GB","licensed_sponsor":true,"evidence":"Licensed UK visa sponsor (Senior or Specialist Worker, Skilled Worker)","filings_12m":null,"filings_prev_12m":null,"green_card_filings_12m":null,"median_offered_wage_usd":null,"route":"Global Business Mobility: Senior or Specialist Worker; Skilled Worker","cap_exempt":false,"checked_at":"2026-10-29T06:20:15+00:00","sources":["UK Home Office: register of licensed sponsors (workers)"],"filings_for_role_12m":0}],"liveness":{"score":63,"band":"ok","label":"Likely open","p_open":1,"p_active":0.632,"p_room":1,"age_days":1,"expected_fill_days":47,"reasons":["conf:1","stale_co","velocity","win:early","comp:brand"],"computed_at":"2026-10-29T05:49:05Z"},"pay":null,"html_url":"https://alion.io/job/veeam-software-partner-solution-architect-sai-2","json_url":"https://alion.io/job/veeam-software-partner-solution-architect-sai-2.json","meta":{"generated_at":"2026-10-29T21:09:40Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":31425,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-30T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":2260},"rest":"https://alion.io/mcp/rest/get_company?id=2260"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fveeam-software-partner-solution-architect-sai-2"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fveeam-software-partner-solution-architect-sai-2"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fveeam-software-partner-solution-architect-sai-2"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/veeam-software-partner-solution-architect-sai-2\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fveeam-software-partner-solution-architect-sai-2"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":3331736}},{"tool":"search_jobs","arguments":{"company":"veeam.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":3331736},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. Docs: https://alion.io/developers"}}