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 intern