Partner Solutions Architect
About the job
- At least 5 years of recent experience in enterprise infrastructure technologies, including storage, datacentre architecture, networking, and compute.
- At least 5 years of experience working with and enabling channel partners in a technical capacity, such as Sales Engineer, Channel Sales Engineer, or Solutions Architect supporting the channel.
- Strong understanding of partner ecosystems and how partners position, sell, and support enterprise technology solutions.
- Thorough understanding of major customer imperatives and the appropriate technology drivers and trends.
- Ability to communicate complex technical concepts clearly to technical and non-technical audiences.
- Demonstrated ability to influence without authority and build credibility with senior technical stakeholders.
- Comfort operating in a matrixed environment across partner and internal teams.
- Serve as the primary technical enablement resource for assigned channel partners within the UKI region.
- Build a solution and bill of materials to enable a partner to quote the company's technology stack.
- Develop partner technical capability so partners can independently conduct technical discovery, solution positioning, and sales activities.
- Build and maintain strong relationships with senior partner technical leaders, presales managers, and partner-facing technical teams.
- Influence partner technical strategy by aligning the company's solutions to partner offerings and go-to-market motions.
- Work closely with partner managers to plan and deliver technical enablement activities, including partner-focused quarterly business reviews, lunch-and-learn sessions, and technical workshops.
- Design engagements focused on educating and enabling partner technical teams, while also supporting individual deals from a technical perspective.
- Assess partner technical maturity, tailor enablement plans to close capability gaps, and influence partners' go-to-market strategy and portfolio.
- Provide ongoing compliance checks and, when needed, train partner technical teams to ensure continued adherence to the global partner compliance program.
- Educate partners on where and how the company's products fit within their portfolios and customer use cases.
- Guide partners on positioning the company's solutions effectively within their own offerings.
- Support technical whiteboarding and solution discussions with partners when appropriate.
- Ensure partners understand the full product portfolio and how to use it across infrastructure, data management, and cloud use cases.
About the company
Spot.io, part of NetApp, helps businesses manage cloud costs and infrastructure on AWS. It uses software that analyzes cloud usage and automates management to lower compute expenses, especially through AWS EC2 spot instances, which offer spare capacity at reduced prices. The product provides deep visibility into cloud spending, an AWS cost optimization calculator for estimating potential savings, and a free action plan tailored to each customer. Revenue comes from selling software licenses and consulting services. Target customers include enterprises using containers and orchestration tools like Kubernetes, EKS, ECS, KOPS, Docker Swarm, and OpenShift. The company aims to reduce cloud compute costs for customers while simplifying cloud operations and improving efficiency.
Company Size
51-200
Company Stage
Acquired
Total Funding
$53.2M
Headquarters
Tel Aviv-Yafo, Israel
Founded
2015
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Simplify's Take
What believers are saying
- Q4 FY2026 revenue hit $1.95 billion, up 12% year over year.
- NetApp raised FY2027 revenue guidance to $7.325-$7.575 billion after strong Q1 demand.
- Management reported more than 1,100 AI-specific deals in FY2026, with 350 more last quarter.
What critics are saying
- Flexera closed Spot's acquisition on March 3, 2025, shrinking NetApp's CloudOps scope.
- NetApp disclosed a May 20, 2026 WARN notice cutting 77 San Jose jobs.
- Pure Storage, Dell, and HPE are attacking AI storage wins aggressively through 2026.
What makes NetApp unique
- NetApp's ONTAP and all-flash arrays anchor its hybrid-cloud storage platform.
- FY2026 public cloud revenue reached $182 million, extending Cloud Volumes differentiation.
- AI-focused EF50 and EF80 target high-throughput workloads that protect GPU utilization.
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Benefits
- Health Insurance
- Phone/Internet Stipend
- Gym Membership
- Parental Leave
- Flexible Work Hours