Pre-Sales Solution Manager

Melbourne or Sydney, Australia 

About AvePoint: 

Collaborate with confidence. AvePoint provides the most advanced platform to optimize SaaS operations and secure collaboration. More than 9 million cloud users rely on our solutions. Founded in 2001, AvePoint is a five-time Global Microsoft Partner of the Year and headquartered in Jersey City, New Jersey. For more information, visit https://www.avepoint.com.  

At AvePoint, we are committed to investing in our people: we believe agility, passion and teamwork sets us up to do our best work and fosters a culture where you feel empowered to take initiative, learn from others and craft your career with the intention to unleash the power of you!

About the position: 

Your job is to partner with our sales team as AvePoint’s key technical lead throughout the lifecycle of the solutioning process. Through this partnership, you will work in a consultative role to assist in the successful closing of deals by listening to our customer, understanding their problems and positioning innovative solutions using AvePoint products. 

Additionally, this role is acting as a Manager in the SE team, delivering strategic planning, execution and guidance to the SE team.  

What your day to day will look like:  

• Presenting and demonstrating AvePoint’s product offerings relevant to customer objectives remotely and on-site  
• Successfully facilitating solution discovery, solution overview, and technical deep dive sessions with customers.  
• Communicating with prospective customers, assisting and guiding them through their evaluation and selection process  
• Building environments tailored to customer requirements as proof of concept during the sales lifecycle to illustrate product capabilities and how they align specifically with customer objectives  
• Review and approve all response to RFIs / RFPs that showcase how the AvePoint product line can satisfy customer requirements with attractive return on their investment  
• Sharing information with the sales and technical teams about our products and the market  
• Acting as the customer advocate and liaison to the AvePoint product management and development teams  
• Helping the sales team identify and understand customer business objectives and their organisation to best align AvePoint technology  
• Establishing relationships with key customer business and technical advocates that have the power to drive long-term AvePoint solution adoption within their company  
• Developing customer’s buying vision for how AvePoint can help them reduce costs and increase business agility 
• Supporting AvePoint Partner and Marketing teams with their field activities 
• Ownership of technical sales opportunity closure  
• Run Solution Engineering sales meetings and be well prepared and ready to present and discuss all opportunities (not just your own) 
• Provide mentorship and coaching to members of the team, from both a technical and non-technical perspective  

What you will bring to our team: 

You’re tasked with serving as a key technical resource through the sales cycle. That means you’ll need to become an authority in the features and benefits of our software and services solutions to properly educate customers, gain consensus, and demonstrate value solving their SharePoint and Office 365 concerns.  
 

• Relevant work experience on client-side, consulting-side or with an ISV  
• Understanding of M365 architecture, components, and configuration 
• Experience in delivery and/or pre-sales of solutions that leverage one or more of the following: M365 Security & Compliance (Purview), SharePoint, Teams, Dynamics and Azure 
• Knowledge of server and cloud offerings across Microsoft, Google and Salesforce  
• Confident and enthusiastic presentation skills  
• Good business and technical communication skills – can lead conversations to align technical value to a customer’s business needs  
• Ability to think strategically using technical knowledge coupled with sales mentality  
• Ability to maintain excellent relationships with channel partners and colleagues  

 
Benefits we offer:  

• Competitive market-based compensation  
• Career progression and internal mobility opportunities across our global footprint in North America, EMEA, and APAC 
• Work life balance through hybrid working model of 3 days a week in office 
• Generous PTO allowance incl. specific AvePoint Holidays (Birthday Day, Family Day, Holiday Half Day, Community Outreach Half Day!) 
• Private Health Insurance
• Mobile Phone Plan Reimbursement 
• Tuition Reimbursement 
• Dedication Awards
• Employee Referral Program 
• ...and much more!  

AvePoint is proud to employ talent from many different backgrounds, experiences, and identities. We believe that diversity and inclusion drives our success and is at the core of how we hire, communicate, and collaborate to deliver value and excellence. We are committed to fostering an environment where people can bring their whole selves to work and feel a sense of belonging, and we continue to work toward creating a workforce that represents the diversity of our customers and communities.   

#LI-SW1 #LI-HYBRID