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 DoPartner with sales teams to design and position solutionsDeliver engaging demos and presentations to customers, partners, and industry eventsContribute technical input to proposals and RFPsOnboard new partners and deliver training sessionsProvide best-practice guidance to drive adoption and platform usageAct as the local technical escalation point, coordinating with global engineering and supportBuild robust technical and commercial relationships with marketplace partnersEnsure our solutions are considered in joint bids and proposalsIdentify cross-sell and upsell opportunities and pass qualified leads to salesIndustry EngagementRepresent the company at conferences and eventsShare partner and customer insights with product and go-to-market teamsWhat We're Looking For3–6 years in pre-sales, solutions engineering, or partner/customer successExperience in cybersecurity, SaaS, networking, or OT environments (smart buildings background highly valued)Ability to deliver clear, engaging presentations to both technical and non-technical audiencesExperience working with channel partners or technology ecosystemsExcellent communication, problem-solving, and relationship-building skillsComfortable working independently in a fast-moving environmentWillingness to travel within Australia (1–2 trips per month) and occasionally overseas (1–2 trips per year)Valid passport and full working rights in AustraliaBonus Points For:Knowledge of OT security, secure remote access, or zero trust technologiesHands-on experience with containerised applications, edge computing, or networking hardwareExperience with technology marketplaces or joint go-to-market programsWhat Success Looks LikeDelivering regular partner training sessionsDriving growth in platform adoption across partner accountsIdentifying opportunities through marketplace partners for the sales teamStrong conversion rates from demos to opportunitiesWhy Join UsWork with a global team tackling real challenges in critical infrastructureTake a central role in enabling our partner and marketplace ecosystem in ANZCompetitive compensation and benefitsA collaborative culture that values innovation, ownership, and professional growth
#J-18808-Ljbffr