Partner Solutions Engineer

Summary

Join BeyondTrust as a Partner Solutions Engineer and play a key role in expanding the technical capabilities of our partner ecosystem. You will empower partners to independently handle technical pre-sales activities, including discovery calls, product demonstrations, and proof-of-concept engagements. This involves building strong relationships, delivering enablement programs, providing technical coaching, and supporting deal registration. Success in this role requires strong technical expertise, excellent communication, and a proactive approach to fostering successful partnerships. You will work closely with partners to enhance their technical knowledge, align with Go-To-Market strategies, and support sales opportunities that drive pipeline and revenue growth. The position demands a proven ability to coach and develop technical resources within partner organizations and a track record in privileged access management or related security fields.

Requirements

• 5+ years in a pre-sales engineering, partner enablement, or technical consulting role
• Experience working for a global software vendor or in a channel-focused technical role
• Proven ability to coach and develop technical resources within partner organisations
• Track record of working in privileged access management (PAM) or adjacent security domains
• Expertise in conducting POCs across Windows and Unix environments
• Strong knowledge of Microsoft Active Directory, Azure AD, DNS, and enterprise security frameworks
• Familiarity with virtualisation platforms such as VMware and Hyper-V
• Exceptional presentation, communication, and problem-solving skills
• Ability to build relationships with partner technical teams and influence without authority
• Strong strategic thinking to align partner enablement with BeyondTrust’s GTM objectives
• Willingness to travel up to 50%, depending on region and partner engagement needs

Responsibilities

• Build strong relationships with technical pre-sales teams at focus partners to drive engagement and alignment
• Enable partner SEs through shadowing and reverse shadowing, ensuring they can independently deliver discovery calls, product demonstrations, and POCs
• Develop and execute structured technical enablement plans that include training milestones, certification targets, and technical strategy alignment
• Maintain and oversee partner lab environments, ensuring they reflect the latest product versions and best practices
• Conduct semi-annual reviews of partner demo labs to ensure continued engagement and technical alignment
• Provide hands-on coaching to partners in real-world deal scenarios, helping them improve their ability to win competitive opportunities
• Support partner-led technical engagements by coaching partners on how to win deals with BeyondTrust solutions
• Ensure partners can deliver POCs and technical validations without requiring BeyondTrust SE involvement
• Support deal strategy sessions with partners to align with the broader BeyondTrust sales strategy
• Drive the development of partner capabilities to ensure they can successfully execute technical sales and deployment activities
• Track and measure partner engagement, ensuring technical teams are continuously improving and becoming more self-sufficient
• Execute on key performance indicators (KPIs) to assess the effectiveness of partner-led technical activities, ensuring engagement translates into measurable business impact
• Monitor partner-driven deal execution, ensuring technical enablement translates into successful sales outcomes
• Work with regional SE leaders to develop a structured technical enablement plan for distributors
• Ensure distributors can support fundamental technical queries, reducing the burden on BeyondTrust SEs
• Align distribution enablement efforts with key strategic partner segments

Preferred Qualifications

• Certifications such as CISSP, MCSE, GWAPT, CCFE, CPT, CEH, or ITIL
• Experience presenting at conferences, trade shows, or technical webinars
• Multilingual capabilities, with proficiency in English and an additional language based on regional needs