About the Role
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.
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.
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.
Responsibilities
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 technical messaging, demo assets and training to introduce Securiti.ai into partner and customer conversations
•Set clear rules of engagement for technical support, opportunity handoffs and escalations
•Serve as the bridge between partners and Veeam/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
•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 lab, demo, training and technical resources each partner requires and review readiness on a regular cadence
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
•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 existing Veeam portfolio
•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
•Support a smooth transition from sale to implementation
Measures of Success
•Securiti.ai pipeline and revenue influenced through partner technical engagement
•Number of partner engineers trained and certified on Securiti.ai
•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
Requirements
•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
•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
Nice to have
•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)
Benefits
•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 the annual Global Day of Learning
Note: If an applicant is permanently located outside of the United Kingdom, Veeam reserves the right to decline the application for this position.
