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Salary: USD 212,280 - 543,720 / annual
Veeam Software, the Data and AI Trust Company, is seeking a Director of Partner Solutions Engineering to lead a global team driving technical adoption and integration of the Securiti AI portfolio across channel partners, system integrators, MSPs, and advisory firms.
In this role, you will lead approximately 5–6 Partner Solutions Engineers and technical specialists across a global, matrixed organization. You will establish a consistent global technical partner strategy while enabling regional flexibility, hire and develop top technical talent, and build scalable technical partner motions that accelerate pipeline, technical wins, and customer adoption.
Key responsibilities include:
**Team Leadership & Operating Model**
- Lead, coach, and develop a global team of Partner Solutions Engineers and technical specialists
- Recruit, retain, and grow technical talent with clear career paths and skill development plans
- Set priorities, performance expectations, and accountability across regions
- Establish consistent standards for technical discovery, demonstrations, POCs, solution design, and enablement
- Build a collaborative, partner-focused team culture grounded in continuous learning and knowledge sharing
**Channel & Field Collaboration**
- Lead the Securiti AI technical specialist motion for partners in close alignment with Veeam's channel organization
- Define rules of engagement so Channel Managers retain overall partner relationship ownership while your team leads technical strategy and presales support
- Equip channel and field teams with technical content, demo environments, reference architectures, and expert support
- Align sales, technical, marketing, services, and operations teams to remove obstacles and accelerate execution
- Represent partners to Product Management and Engineering, sharing integration requirements and competitive intelligence
**Partner Technical Strategy & Solution Architecture**
- Define global technical partner strategy across regional partners, GSIs, and strategic alliances
- Prioritize technical investment based on partner maturity, security expertise, services capability, and growth potential
- Own technical components of joint business plans, including certification targets and technical readiness goals
- Build trusted relationships with partner CTOs and technical leaders
- Design repeatable, technically validated global offerings including assessments, workshops, implementation services, and managed services
**Partner Technical Capability Building**
- Lead technical enablement and certification programs for partner presales engineers, architects, and delivery consultants
- Help partners build and scale practices in data security, DSPM, AI security, AI governance, privacy, and GRC
- Provide technical discovery frameworks, demo scripts, lab environments, POC playbooks, and competitive positioning
- Architect joint solutions combining Securiti AI capabilities with partner services and Veeam's broader portfolio
**Technical Wins & Adoption**
- Accelerate partner-sourced and partner-influenced pipeline through technical discovery, demonstrations, POCs, and co-selling on priority opportunities
- Align Veeam, Securiti AI, and partner technical teams on strategic deals
- Lead regular reviews of technical engagements, POC outcomes, and win/loss trends
- Use engagement data to identify technical gaps and prioritize high-growth opportunities
Success will be measured by technical win rate, team performance and retention, number of certified partner engineers, growth in registered opportunities and new customers, delivery of joint business plan commitments, and partner satisfaction with technical enablement.
**Requirements**
- At least 10 years of experience in solutions engineering, sales engineering, solution architecture, or technical consulting in enterprise technology, including partner-facing or channel technical roles
- Significant experience leading and developing teams of solutions engineers or technical specialists in a global, matrixed organization
- Proven track record building technical partner programs that drive adoption and revenue across regional partners, national partners, GSIs, and global strategic alliances
- Experience operating in a technical-overlay, specialist-presales, or strategic-alliance model
- Hands-on depth in technical discovery, solution design, demonstrations, POCs, and technical enablement, with working knowledge of partner-led selling and pipeline management
- Deep technical expertise in cybersecurity, data security, data governance, privacy, AI security, or related enterprise technology markets
- Ability to translate technical capabilities into clear business outcomes, use cases, and partner sales plays
- Executive presence and ability to influence senior stakeholders without direct authority
- Strong communication, relationship-building, and operational leadership skills
- Willingness to travel internationally for partner and customer engagements, business reviews, enablement sessions, and industry events
**Preferred Experience**
- Direct experience with DSPM, data discovery and classification, AI governance, privacy management, or GRC platforms
- Experience building technical enablement or certification programs for GSIs or multi-region partner ecosystems
- Experience developing partner-led assessments, workshops, managed services, or professional services
- Relevant certifications such as CIPP, CISSP, or major cloud security credentials
