Director of Partner Solutions Engineering, Veeam

• This role is ideal for a technical leader from a solutions engineering, sales engineering, or solution architecture background who combines deep expertise in data security and AI governance with strong executive influence, collaboration, accountability, and operational discipline
• 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
• A record of 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 a related enterprise technology market
• The ability to translate technical capabilities into clear business outcomes, use cases, and partner sales plays
• Executive presence and the 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

Desirable

• Veeam is seeking a results-driven Director, Partner Solutions Engineering to lead a global team of partner solutions engineers who drive the technical adoption and integration of the Securiti AI portfolio. Working across Veeam’s channel organization, the Director will build deep technical capability within regional and national partners, global system integrators (GSIs), solution providers, managed service providers (MSPs), advisory firms, and security-focused partners
• The Director will establish a consistent global strategy while giving regional teams the flexibility to respond to local markets, partner maturity, and customer needs. They will hire, manage, and develop a team of technical solution specialists while building a scalable technical partner motion that accelerates pipeline, technical wins, and customer adoption
• Lead the global team and operating model
• Lead, coach, and develop a global team of approximately five to six Partner Solutions Engineers and technical solution specialists
• Recruit, retain, and grow top technical talent, building clear career paths and technical skill development plans
• Set priorities, performance expectations, operating cadence, and accountability across regions
• Establish consistent standards for technical discovery, demonstrations, proofs of concept (POCs), solution design, technical enablement, and reporting on technical engagement and outcomes
• Build a collaborative, accountable, and partner-focused team culture grounded in continuous technical learning, certification, and knowledge sharing
• Partner with Veeam’s channel and field organizations
• Lead the Securiti AI technical specialist motion for partners, working closely with Veeam’s channel organization and Strategic Partner Managers
• Define and reinforce rules of engagement so Veeam Channel Managers retain ownership of the overall partner relationship, while the Partner Solutions Engineering team leads technical strategy, technical enablement, and presales support for Securiti AI opportunities
• Equip channel and field teams with technical content, demo environments, reference architectures, and expert support needed to position and win with Securiti AI
• Align sales, technical, marketing, services, operations, and leadership teams to remove obstacles and accelerate execution
• Represent partners to Product Management and Engineering, sharing integration requirements, field insights, and competitive intelligence
• Drive partner technical strategy and solution architecture
• Define the global technical partner strategy across regional and national partners, GSIs, and global strategic alliances, in close alignment with partner management leadership
• Prioritize technical investment in partners based on technical maturity, security expertise, services capability, geographic coverage, and growth potential
• Own the technical components of joint business plans, including certification targets, solution development milestones, and technical readiness goals
• Build trusted relationships with partner CTOs, technical leaders, and practice leads, and secure the technical resources needed to scale successful partnerships
• Design repeatable, technically validated global and multi-region offerings, including assessments, workshops, implementation services, and managed services, supported by reference architectures and integration patterns partners can deploy at scale
• Build partner technical capabilities
• Lead technical enablement and certification programs for partner presales engineers, architects, and delivery consultants
• Help partners build and scale practices in data security, Data Security Posture Management (DSPM), AI security, AI governance, privacy, and Governance, Risk, and Compliance (GRC)
• Provide technical discovery frameworks, demo scripts, lab environments, POC playbooks, competitive technical positioning, and customer use cases
• Architect joint solutions and integrations that combine Securiti AI capabilities, partner services, and Veeam’s broader portfolio
• Drive technical wins and adoption
• Accelerate partner-sourced and partner-influenced pipeline and revenue through technical discovery, demonstrations, POCs, workshops, assessments, and technical co-selling on priority opportunities
• Align Veeam, Securiti AI, and partner technical teams around priority customers and opportunities, and engage directly on strategic deals
• Lead regular reviews of technical engagements, POC outcomes, win/loss trends, and team performance
• Use win/loss and engagement data to identify technical gaps, target enablement investment, and prioritize the highest-growth opportunities
• How success will be measured:
• Technical win rate and conversion of partner-sourced and partner-influenced Securiti AI pipeline to revenue
• Performance, development, and retention of the Partner Solutions Engineering team
• Number of certified partner engineers and partners technically capable of selling, deploying, and delivering Securiti AI solutions
• Growth in registered opportunities, new customers, and partner-led services
• Delivery of technical commitments in joint business plans and alignment with Veeam’s channel organization
• Partner and field satisfaction with technical enablement and support, and return on enablement investments