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Solutions Architect
2 weeks ago
Job Title: Solutions Architect – AUS/NZ
Location:
Remote / Sydney / Melbourne, Australia
Department:
Channels & Partnerships
Reports to:
Account Executive - AUS/APAC
Type:
Full-Time
Salary:
Competitive salary commensurate with experience
About Us
At Neeve, we are redefining how organisations secure and manage access to operational technology (OT) environments. As cloud-connected infrastructure becomes the norm, our partners are at the front line of delivering secure, scalable solutions to industries across Australia and New Zealand.
We are seeking a Solutions Architect to serve as the technical and enablement lead for our customers, local channel and App Marketplace partners. This is a hands-on technical role focused on
partner enablement, pre and post-sales technical support, customer & partner training, solution design, and platform adoption, ensuring our partners are equipped to win and deliver with Neeve's solutions.
This role works closely with sales teams but is not a quota-carrying sales role. Success will be measured by partner enablement, technical solution quality, platform adoption by partners & customers, and marketplace engagement outcomes.
Position Overview
As Solutions Architect - AUS/NZ, you will be the go-to technical resource for customers and partners in Australia and New Zealand. You will help partners design, position, deploy, and fully utilise Neeve's solutions, and work closely with our App Marketplace partners to keep Neeve front of mind for joint bids. You will be in regular contact with marketplace partners to identify opportunities for the sales team to pursue, ensuring Neeve is consistently positioned for inclusion in partner-led opportunities.
Key Responsibilities
Pre-Sales Enablement
- Support Neeve and partner sales teams with technical solution design and architecture.
- Deliver live and virtual solution demonstrations to prospects, partners, and at industry events.
- Provide technical input for bid responses and proposals, ensuring Neeve's solutions are accurately positioned.
Post-Sales Partner Success
- Onboard new partners and deliver technical training to ensure deep product knowledge.
- Provide ongoing best-practice guidance to maximise platform adoption and feature utilisation.
- Serve as the local technical escalation point for partners, coordinating with Neeve's global support and engineering teams when needed.
Marketplace Collaboration
- Build and maintain strong technical and commercial relationships with App Marketplace partners.
- Maintain regular communication to ensure Neeve is front of mind when opportunities arise.
- Identify where Neeve should be included in joint partner bids, providing technical input and supporting materials for sales teams.
- Work with marketplace partners to uncover mutual upsell and cross-sell opportunities, handing qualified opportunities to the sales team.
Industry Engagement
- Represent Neeve at industry events, manning booths and delivering live demos.
- Capture partner and customer insights to feed back into Neeve's product, marketing, and go-to-market teams.
Qualifications
- 3–6 years' experience in technical pre-sales, solutions engineering, or partner/customer success, ideally in cybersecurity, SaaS, networking, or OT environments.
- Strong technical aptitude relating to operational technologies typically found in the smart buildings sector.
- Proven ability to deliver compelling technical presentations and demos to both technical and non-technical audiences.
- Experience working with channel partners and/or technology ecosystems.
- Excellent verbal and written communication, relationship-building, and problem-solving skills.
- Comfortable working autonomously in a fast-paced, high-growth environment.
- Familiarity with CRM tools (HubSpot or similar) is a plus.
- Willingness to travel within Australia (around 1–2 trips per month) and internationally (1–2 trips per year).
- Must hold a valid passport.
- Must have legal right to work in Australia.
Nice to Have
- Experience with OT security, secure remote access, or zero trust technologies.
- Hands-on experience with containerised applications, edge computing, or networking hardware in OT environments.
- Background in working with technology marketplaces or joint go-to-market programs.
Performance Measures (examples)
- Number of partner technical training sessions delivered per quarter.
- Partner satisfaction score (target average ≥ 8/10).
- Percentage increase in active platform usage across partner accounts.
- Number of opportunities identified via marketplace partners and handed to sales.
- Demo-to-opportunity conversion rate for partner-led engagements.
Why Join Neeve
- Work with a global mission-driven team building real-world impact across critical infrastructure.
- Play a central role in enabling our partner and marketplace ecosystem in ANZ.
- Competitive compensation and benefits.
- Work in a collaborative culture that values innovation, ownership, and growth.
