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