СШАField Technologist, Strategic Partnerships
1 мес. назад
СШАRemote
microsoft azuregoogle cloudawsservicenow
Technical role acting as liaison between customer/org and product teams for strategic technology partnerships, supporting engagements and enabling sales.
О компании
- is the Autonomous IT company. Driven by AI and real-time endpoint intelligence, Autonomous IT empowers IT and security teams to make their organizations unstoppable.
- Many of the world’s leading organizations trust ’s single, unified platform for endpoint management and security to innovate faster, stay resilient and move business forward with confidence, at scale. To learn how delivers Autonomous IT for unstoppable business – visit and follow us on LinkedIn and X.
Требования
- Bachelor’s degree or equivalent experience; CS degree preferred.
- Working knowledge or the ability to ramp quickly across the platform.
- Multi-platform technology partner knowledge — solid expertise in at least one (cloud/hyperscaler or enterprise platform) with working fluency across others.
- 6-8+ years in the industry with solid technical skills across networking, security, operations, scripting, and/or programming.
- 5+ years in customer-facing positions; 3+ years in sales and/or strategy-focused roles (consulting, SaaS, global companies).
- Experience supporting strategic pre-sales opportunities.
- Hands-on experience with partner co-sell motions — marketplace transactions, partner-sourced/attached pipeline, referral/reseller mechanics, and partner portals and programs.
- Working knowledge of enterprise AI and agentic platforms and how third-party data grounds them (e.g., Microsoft Security Copilot, ServiceNow AI agents).
- Experience contributing to field enablement: certification paths, demonstration assets, and train-the-trainer programs.
- Comfort operating in ambiguity as the portfolio changes.
- Strong critical thinking, judgment, and independence on complex, loosely-scoped problems.
- Clear communication for senior technical and business stakeholders — workshops, webinars, and partner sessions — with emotional intelligence and influence across extended teams.
- Travel: ~25% to engage with customers, partners, and prospects and to participate in events.
Будет плюсом
- Advanced technical competency (“blackbelt”) program experience.
- Experience supporting EBR/QBR activities or contributing to Enterprise License Agreement (ELA) opportunities.
Другое
- The Field Technologist, Strategic Partnerships is a field technical role serving as a primary liaison between ’s Customer Org and Product/Engineering teams for our strategic technology partnerships — hyperscalers and cloud providers (Microsoft, Google Cloud, AWS), enterprise platform partners (ServiceNow), complementary technology partners (ScreenMeet), and service-provider motions as the portfolio evolves. You will provide technical leadership, support strategic customer and partner engagements, feed real-world input to product teams, and help educate the sales organization on partner value messaging.
- You’ll work in a dynamic global environment across a wide variety of internal and external stakeholders — from IT and cybersecurity practitioners to senior technical and business leaders — through demonstrations, strategy conversations, roadmap discussions, architecture & design workshops, marketing events, and industry conferences.
- Serve as the field technical resource for partner integrations and joint solutions across ’s strategic partner ecosystem.
- Analyze partner solutions and roadmaps to identify future integration investment opportunities.
- Engage with partners’ field teams for education, enablement, and opportunity identification.
- Drive enablement for Sales and the Customer Org: value messaging, demonstration qualification, and opportunity identification across the partner portfolio.
- Develop demonstration scripts, solution recordings, and field enablement plans spanning multiple partner integrations.
- Support the technical side of co-sell execution — marketplace transactability, partner-funded programs, and consumption commitments (e.g., Microsoft MACC, AWS EDP).
- Support ’s field positioning for AI and agentic capabilities inside partner platforms (e.g., Microsoft Security Copilot, ServiceNow AI agents) and how ’s real-time endpoint data grounds partner AI workflows.
- Present at marketing events, webinars, and partner sessions.
- Educate and train partners on technical solution details and cross-vendor solution design.
- Build durable relationships with partner product, engineering, and field teams so integration issues get resolved and roadmap input flows in both directions.
- Serve as a technical resource for questions from partner sellers and their customers during joint pursuits.
- Contribute to joint solution briefs, reference architectures, and partner-facing documentation.
- Participate in senior-stakeholder calls to gather input and shape sales-cycle objectives.
- Provide technical leadership and sales advisory support; assist with technical pre-sales as SME.
- Work with the sales team from discovery to close to shorten cycles and improve win rates.
- Architect technical solutions across IT Operations, Security, and Risk teams; align pre-sales and proof-of-value motions with account goals.
- Help the Customer Org establish value realization of existing investments and drive adoption where partner integrations are underused.
- Bring field and market insights to R&D and Product; translate field/partner requirements into prioritized integration requests with business case and customer evidence.
- Test new integrations, represent the field in design reviews and pre-release validation, and help create/test technical competency courses and sales enablement materials.
- Maintain a current, versioned library of partner integration enablement content.
- At , we are stewards of a culture that emphasizes the importance of collaboration, respect, and diversity. In our pursuit of revolutionizing the way some of the largest enterprises and governments in the world solve their most difficult IT challenges, we are strengthened by our unique perspectives and by our collective actions.
- As a global organization with stakeholders around the world, it’s imperative that the diversity of our customers and communities is reflected internally in our team members. We strive to create a diverse and inclusive environment where everyone feels they have opportunities to succeed and grow because we know that only together can we do great things.
- Our commitment to excellence and innovation has earned us a place on the Forbes Cloud 100 list for ten consecutive years, and we continue to be recognized worldwide as a great place to work.
- Each of our team members has 5 days set aside as volunteer time off (VTO) to contribute to the communities they live in and give back to the causes they care about most.
- The annual base salary range for this full-time position is $221,000 to $339,000. This range is an estimate for what will pay a new hire. The actual annual base salary offered may be adjusted based on a variety of factors, including but not limited to, location, education, skills, training, and experience.
- In addition to an annual base salary, team members will receive equity awards and a generous benefits package consisting of medical, dental and vision plan, family planning benefits, health savings account, flexible spending account, transportation savings account, 401(k) retirement savings plan with company match, life, accident and disability coverage, business travel accident insurance, employee assistance programs, disability insurance, and other well-being benefits.
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