Partner Technical Architect

Description

The company is hiring a senior technical strategist for its Risk and Security practice, to be brought in where deep practice knowledge is needed.

You will work alongside partner-aligned Partner Technology Architects and Partner Solution Engineers to help partners activate faster, co-create solutions and win commercially.

This is one of four practices and covers partners worldwide within the GEO region, including Global, Regional Managed (any Major Area, including Commercial) and Development partners where practice depth is required.

Work comes in through an intake form, so you are pooled and pulled in on demand. It can be proactive (planned enablement, practice launch, joint business plan execution) or reactive (a specific request, deal-time depth, or a gap on the partner side).

Most of the work falls Out-Quarter, though In-Quarter opportunities are taken on in specific cases.

Out of scope: platform configuration, development or solution delivery; commercial contracts, pricing or financial program management; replacing deep technical or implementation specialists, who are used for depth; and day-to-day partner relationship management, which sits with Partner Management.

Success is measured by partner practice maturity and self-sufficiency, covering progression, pre-sales certification (sales focus, not implementation), readiness scores, vertical depth and the partner's ability to position, demonstrate and deploy practice solutions; growth in partner-sourced and partner-influenced pipeline and faster deal velocity; the number and quality of repeatable co-developed offerings; conference, publication and external visibility for the AI practice; and partner satisfaction with advisory quality and strategic value.

You will work with Partner-PTAs (Global and Regional) on assigned partners, the Partner Solution Engineer and Partner Design Studio on reference architectures and design standards, Product and Engineering teams on formal feedback about the partner ecosystem, SC Field and SC Specialist Field on gap-driven Commercial partner requests, and Partner Managers across Global, Regional and Development.

Responsibilities

• Co-create practice-native reference architectures, reusable patterns and integration libraries that partners can extend and sell, taking them from concept to validated solution to scale.
• Lead practice technical workshops with partners and speak directly with practice buyers such as CISOs and CXOs.
• Provide senior technical depth in the practice, including L400 work, net-new patterns and complex multi-product scenarios.
• Run strategic proofs of concept that show the business value of the practice.
• Build reusable co-innovation assets such as solution templates, industry accelerators, demo environments and blueprints.
• Coach partner architects and pre-sales teams on solution positioning, competitive differentiation against alternative platforms and industry patterns.
• Design and deliver practice architecture training, workshops and executive briefings, assess partner technical capability, and build capability maturity plans and certification pathways.
• Drive collaborative adoption of AI-enhanced practice capabilities with partners.
• Help Partner-PTAs with practice-specific joint business planning.
• Maintain expert knowledge of the practice competitive landscape and turn market intelligence into insights partners can use.
• Represent the company's practice innovation at industry events and forums, and contribute to thought leadership content.
• Support SC Field on Commercial partner development requests.

Requirements

• Domain expertise in Risk (IRM) or Security, with preferential treatment for candidates with Armis and Veza experience.
• Hands-on experience implementing security or risk solutions.
• CSA certificate.
• 5+ years of channel or partnerships sales.
• 5+ years of pre-sales solution consulting or sales engineering in a security or risk environment.
• 5+ years of the company platform or technical expertise with cloud software solutions.
• Experience working with product management, product marketing, partners and professional services.
• Territory management skills, including building pipeline and working with your sales counterpart to execute well.
• Willingness to travel as required.
• Preferred & Standout: experience with the company platform and AI capabilities such as Now Assist and AI Agents.
• Preferred & Standout: background in management consulting, strategy advisory or partner business development.
• Preferred & Standout: the company certifications such as CSA, CIS or architecture certifications.
• Preferred & Standout: experience across partner routes to market, including C&I, MSP, Reseller, Hyperscaler and Build.
• Preferred & Standout: familiarity with competing platforms and the ability to explain the company's differentiation.

Conditions

Travel for partner, customer and organizational activities can reach up to 50%.

Base pay for positions in this location is $198900-$328200, plus equity when applicable, variable incentive compensation and benefits.

Sales positions generally include an On Target Earnings (OTE) incentive structure.

The base pay shown is a guideline. Individual total compensation depends on qualifications, skill level, competencies and work location.

Compensation depends on the geographic location of the role and may change with work location.

Work personas (flexible, remote or required in office) are assigned based on the nature of the work and the assigned work location. A third-party service may be used to check the distance between your primary residence and the nearest office.

Benefits

• Health plans, including flexible spending accounts.
• 401(k) plan with company match.
• Employee stock purchase plan (ESPP).
• Matching donations.
• Flexible time away plan.
• Family leave programs.