Solutions Architect, Channels & Alliances

Would you like to work in an exciting scale-up business, in a fast-emerging segment in the enterprise content services and cloud storage markets? Are you interested in driving new global growth through partner-led technical sales?

Preservica’s SaaS and on premise active digital preservation software is changing the way organizations around the world protect and future-proof long-term digital information. It is an exciting time to join a collaborative and innovative team with big ambitions to grow. A large part of this growth will be through expanding our channel globally, where we are selectively recruiting new partners and helping them to expand their digital preservation business.

As a world-leader, our award-winning software is trusted by a rapidly growing client base of nearly 200 organizations - from major corporations and government bodies to iconic cultural institutions - enabling organizations to extract value, mitigate risk and use knowledge and brand assets in an intelligent way for competitive advantage. With recent significant funding we are investing to meet demand through sales, alliances and partners and extending our lead in product innovation using emerging technologies such as Blockchain, AI and Machine Learning.

Location & Reporting

Based in Abingdon, UK and reporting directly to the Vice President, Alliances & Channels, this position includes travel to partner’s and customer’s premises. Some International travel will be required.

The Role

This is a new post within Preservica as we expand our global Channel. You will work hand-in-hand with the channel team, helping to recruit new partners, to on-board them, bring their Preservica solutions to market and then help the partners to successfully qualify and close business that includes Preservica software.

You will provide technical expertise to make these partners successful, acting as a trusted advisor so that they, in turn, are able to confidently and efficiently help their customers benefit from Digital Preservation.

The ideal candidate will have experience in both partner and customer facing roles, leading technical and business value discussions with senior leaders. The successful candidate will have a balance of technical acumen and business development/sales acumen.

As Digital Preservation is a relatively new field you will also have to understand its subtleties and be able to articulate them to a wide variety of partners and customers, from C-level executives to technical and business practitioners, adapting your style appropriately. You will also have to adapt to different vertical markets, using appropriate language to express Digital Preservation in their terms.

Key Responsibilities

  • Educate Channel Partners on the value proposition of digital preservation, through the partner recruitment and partner development stages, as well as supporting partner sales engagements.
  • Lead architectural discussions with Systems Integrators, Channel Resellers and Application Providers, acting as a digital preservation evangelist and technical advisor, to enable them to include and promote Preservica in their solutions as well as deliver successful Preservica projects.
  • Advise Solution/Software partners about how to integrate with Preservica using APIs and project manage the Preservica support and technical integration resources needed to bring this combined solution to market.
  • Demonstrate vision, creativity, business acumen and deep Preservica knowledge in jointly developing industry and vertical partner solutions.
  • Build strong relationships with the partners’ key technical contacts to enable them to become “Digital Preservation Advocates”
  • Develop new approaches to build and improve the technical competency and self-sufficiency of the partners, including helping them to develop unique, compelling, and exciting demonstrations of Preservica for their prospective Enterprise Customers and responding professionally to RFIs and RFPs.
  • Work with the Channel sales and marketing team to help to advance and improve the Partner Program, including technical sales content and tools, demos, partner sales and pre-sales training and supporting regular communication and updates to the partners.
  • Capture and share best-practice technical knowledge and partner feedback.
  • Act as a subject-matter expert to support the partners’ sales team and the channel sales team to help them to produce persuasive technical propositions, including for formal tenders.
  • Answer technical queries across the range of Preservica solutions

Requirements and Previous Experience

  • 7+ years of pre-sales and solution architect experience
  • Bachelor’s Degree or equivalent (Business or Computer Science is an advantage)
  • Experience in working with Systems Integrators, Solution/Software Providers and Technology partners in a technical and solution architecture advisory role. This activity to have included providing demonstrations, supporting proof of concepts and providing recommendations on design, integrations and implementation
  • A Technical Evangelist with experience in technical consulting and/or architecture engagements with partners and large-scale customers or enterprises
  • Proven ability to demonstrate complex software and to craft individual presentations based on prospect supplied material
  • Knowledge of APIs and software integration approaches so that you feel comfortable advising on different architectural integration approaches with partners
  • An existing network of senior technical contacts (CTOs/Architects) within UK or European Systems Integrators would be ideal
  • Ability to work across multiple industries including Public Sector, Insurance and Banking and Pharmaceuticals/Healthcare
  • Experience in working for a software company or a consultancy in the Enterprise Content Management/Services market would be beneficial i.e. with good knowledge of the content and data lifecycle as well as understanding Digital Transformation
  • Knowledge and experience of Solution Architecture, SaaS, Cloud Services, Data Storage
  • A team player: strong interpersonal skills, with instant credibility at senior levels
  • Outstanding skills in presenting to both technical and executive audiences, whether impromptu on a whiteboard or using presentations and demos
  • Strong verbal and written communication skills. Experience contributing to the production of complex formal proposals
  • Demonstrated ability to adapt to new technologies and learn quickly

What We Offer

As well as a competitive salary, performance bonus and benefits package, we also offer great future prospects in a fast-growing market sector. With our drive to expand our Channel partners there is great opportunity for you to advance. We are committed to maintaining high technical standards and ensuring our people have the access to the best learning and development.

How to Apply Please send your CV with details of your current package and aspirations to our Recruitment team at – – stating the role in the subject line.

If you would like further information or to discuss the role in person, please contact Mark Compton at – or call +44 (0)1235 428946.