Solutions Architect – AUS/NZ Location:
Remote / Sydney / Melbourne
Department:
Channels & Partnerships
Reports to:
Account Executive – AUS/APAC
Type:
Full-Time
Salary:
Competitive, based on experience
About the Role We are looking for a Solutions Architect
to act as the technical lead for customers and channel partners across Australia and New Zealand. This is a hands-on role, working closely with our partners to design, position, and deploy solutions while providing pre- and post-sales support, training, and ongoing enablement.
Rather than carrying a sales quota, your success will be measured by partner adoption, solution quality, training impact, and marketplace engagement. You’ll be the trusted technical advisor who ensures partners have everything they need to succeed.
What You’ll Do
Pre-Sales Enablement
- Partner with sales teams to design and position solutions
- Deliver engaging demos and presentations to customers, partners, and industry events
- Contribute technical input to proposals and RFPs
- Onboard new partners and deliver training sessions
- Provide best-practice guidance to drive adoption and platform usage
- Act as the local technical escalation point, coordinating with global engineering and support
- Build strong technical and commercial relationships with marketplace partners
- Ensure our solutions are considered in joint bids and proposals
- Identify cross-sell and upsell opportunities and pass qualified leads to sales
- Represent the company at conferences and events
- Share partner and customer insights with product and go-to-market teams
- 3–6 years in pre-sales, solutions engineering, or partner/customer success
- Experience in cybersecurity, SaaS, networking, or OT environments (smart buildings background highly valued)
- Ability to deliver clear, engaging presentations to both technical and non-technical audiences
- Experience working with channel partners or technology ecosystems
- Excellent communication, problem-solving, and relationship-building skills
- Comfortable working independently in a fast-moving environment
- Willingness to travel within Australia (1–2 trips per month) and occasionally overseas (1–2 trips per year)
- Valid passport and full working rights in Australia
- Knowledge of OT security, secure remote access, or zero trust technologies
- Hands-on experience with containerised applications, edge computing, or networking hardware
- Experience with technology marketplaces or joint go-to-market programs
- Delivering regular partner training sessions
- Achieving high partner satisfaction scores (≥8/10)
- Driving growth in platform adoption across partner accounts
- Identifying opportunities through marketplace partners for the sales team
- Strong conversion rates from demos to opportunities
- Work with a global team tackling real challenges in critical infrastructure
- Take a central role in enabling our partner and marketplace ecosystem in ANZ
- Competitive compensation and benefits
- A collaborative culture that values innovation, ownership, and professional growth
