Principal Solutions Architect, Technology Alliances

Description

The company (NYSE: P) has moved from storage into a data platform. It closed fiscal 2026 with $3.7 billion in revenue, including its first billion-dollar quarter, and growth is speeding up into FY27.

Its strategic focus covers hyperscalers, AI labs, the AI hardware supply chain, data platform providers and the wider AI ecosystem.

This is a partner-facing, solution-led role, not a field or customer-facing one. You will work with a small set of strategic Alliance Partners whose software and infrastructure sit on either side of the company's platform. You are the technical owner of that relationship and work inside the partner's architecture, engineering and product teams.

Responsibilities

• Own the technical definition of each joint solution from start to finish: choosing the use case, the reference architecture, the integration design, validation and publication.
• Focus on a few joint solutions that both field teams can sell, rather than a long list that nobody uses.
• Design across the whole platform, and design for how the partner's technology is actually deployed and consumed.
• Run joint labs, interoperability tests and validated designs that hold up under customer scrutiny.
• Take partner requirements to Product Management with evidence, covering integration gaps, API and automation needs, and certification and roadmap dependencies.
• Present the company's roadmap to partner technical and product teams, and align release timing so joint solutions launch together.
• Resolve issues directly between the two engineering and product teams, and collect feedback on an ongoing basis.
• Define plays, target use cases and qualification criteria so both sales organizations can turn joint solutions into pipeline.
• Build the technical evidence: positioning, competitive differentiation, proof points and reference outcomes.
• Own the technical half of the joint go-to-market plan with alliance and sales leadership.
• Serve as the escalation point for partner field and sales teams on joint solution architecture.
• Become the trusted technical voice for partner architects, product managers and CTOs. Enable their technical community to position and design the company's platform on its own, and build partner-side champions who promote it when you are not in the room.
• Produce reusable assets from live work, including reference architectures, validated designs, sizing and scaling guidance, deployment and integration guides, and enablement content for both organizations.
• Speak at partner events, joint roadshows, webinars and technical workshops, and create content for the partner's wider technical audience.
• Coordinate specialist and engineering support rather than handling every technical request yourself.
• Make joint solutions built in one alliance reusable across others, working with the wider Global Partner Technical Organization.

Requirements

• 10+ years in pre-sales, solutions architecture or technical leadership, with a proven record of building partner or alliance-led business.
• Hands-on experience with technology alliance partners, and a clear understanding of how two organizations build, certify, launch and sell a joint solution together.
• Commercial sense to connect design decisions to joint pipeline, revenue and the partner's business model.
• A track record of shaping product direction using partner and market evidence.
• Deep knowledge of modern data platform architecture: block, file and object storage, unstructured data at scale, hybrid and cloud data services, Kubernetes and as-a-service models.
• Solid working knowledge of compute, databases, networking and virtualization, plus AI/ML data pipelines and data governance and classification.
• Fluency in cyber resilience, data protection architecture, virtualization migration dynamics and the competitive landscape.
• Practical skill with integration and API-driven infrastructure, and with validated reference architectures.
• Product experience across technology vendors in the relevant region.
• Excellent written, diagrammatic and verbal communication, able to make complex ideas simple for technical and non-technical audiences.
• Executive presence to move from a partner CTO conversation to a joint whiteboard architecture session.
• Ability to collaborate across the company and to influence without authority at both companies.
• Entrepreneurial and ambitious, willing to set the agenda rather than wait for one.
• A big-picture strategic view balanced with detailed problem solving.
• Comfortable with ambiguity and pace, sets priorities firmly, and holds themselves accountable for results.

Conditions

Marked as an in-office role in the posting.

Annual base salary range: $272,000 to $408,000 USD.

The base range is set by role, level and location. For roles open in several locations, it reflects the labor market across those locations.

The role may be eligible for incentive pay and/or equity.

There is no application deadline. Applications are accepted on an ongoing basis until the role is filled.

Benefits

• Flexible time off.
• Wellness resources.
• Company-sponsored team events.