Partner Solution Architect - SAI

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. 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. About the Role Veeam 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. The 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. 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. What You’ll Do 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. - Jointly engage partner technical leaders with Veeam teams to align on priority use cases, solution roadmaps and technical investments. - 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 - 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. What You’ll Bring -  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. Bonus Skills - 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 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. What You’ll Do 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 - Apply structured PACCT qualification frameworks to assess fit, readiness and urgency. - 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. Grow - Stay current on industry trends and the competitive landscape, and seek feedback to keep improving What You’ll Bring - 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 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 Veeam Software is an equal opportunity employer and does not tolerate discrimination in any form on the basis of race, color, religion, gender, age, national origin, citizenship, disability, veteran status or any other classification protected by federal, state or local law. All your information will be kept confidential. Personal data collected during the recruitment process will be processed in accordance with our Recruiting Privacy Notice, which explains how your information is collected, used, and handled in connection with hiring activities. By applying for this position, you consent to this processing. By submitting your application, you confirm that the information provided, including any supporting documents, is complete and accurate to the best of your knowledge. Any misrepresentation, omission, or falsification may result in disqualification from consideration or, if discovered after employment begins, termination of employment.