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. 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
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
Industry Engagement
Represent the company at conferences and events
Share partner and customer insights with product and go-to-market teams
What We're Looking For
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 quick-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
Bonus Points For:
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
What Success Looks Like
Delivering regular partner training sessions
Driving growth in platform adoption across partner accounts
Identifying opportunities through marketplace partners for the sales team
Strong conversion rates from demos to opportunities
Why Join Us
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
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