Note: The job is a remote job and is open to candidates in USA. Avaya is an enterprise software leader that helps the world’s largest organizations and government agencies forge unbreakable connections. The Solutions Consultant (Channel Partner) is responsible for scaling Avaya's pre-sales capability through the channel network, focusing on technical enablement and the readiness of channel partners. This role involves collaborating with Channel Account Managers and providing technical guidance to partners to ensure successful implementation of Avaya's solutions.
Responsibilities
- Design, deliver, and govern technical enablement and certification programs for assigned Avaya channel partners (typically 3 to 8 partners)
- Operate in shared accountability with assigned CAMs, participating in partner business reviews (QBRs) and identifying enablement gaps that create pipeline risk
- Track partner certification progress against defined Infinity readiness tiers and report metrics to CAM and SC leadership
- Serve as the authoritative technical resource for partner-generated pre-sales questions across the Avaya platform portfolio, maintaining strict SLAs for technical inquiries
- Create, curate, and distribute partner-facing technical artifacts (solution briefs, architecture diagrams, competitive guides), adapting Named Account assets for partner consumption
- Provide architectural design guidance to partner technical staff on cloud infrastructure, standard enterprise integration patterns (e.g., CRM, WFM routing), and premise-to-cloud hybrid deployment best practices
- Own the configuration, governance, and version currency of partner-accessible sandbox and demo environments, directly managing tenant provisioning and release-cycle maintenance in coordination with Cloud Operations
- Act as the authoritative technical filter between the partner ecosystem and the internal SSC overlay, actively triaging inquiries, troubleshooting lab access protocols, and ensuring all escalated deals are comprehensively scoped
- Apply MEDDPICC criteria to partner-sourced pipeline to ensure the internal SSC overlay receives only qualified, well-scoped engagements. Maintain strict pipeline discipline and provide feedback on declined opportunities
- Support strategically significant partner-led client presentations as a technical backstop, ensuring Avaya's position is accurately represented
- Coach partner sales engineers on value proposition framing, discovery methodologies, and Avaya Infinity differentiation
- Operate exclusively in the pre-sales and strategic technical domain. This role is structurally separated from post-sales ticket resolution, implementation delivery, and break-fix support
Skills
- Minimum 2 to 4 years of technical pre-sales or systems engineering experience, with at least 1 to 2 years explicitly dedicated to partner-facing enablement, channel management, or partner engineering
- Proven success designing and delivering technical training programs to diverse technical audiences (partner SEs, customers, IT architects)
- Strong familiarity with channel partner business models, go-to-market approaches, and how partners consume vendor technical support
- Experience supporting mid-market to enterprise customers on cloud platforms
- Strong working knowledge of modern CCaaS and UCaaS architectures, with the explicit ability to articulate technical concepts across omnichannel routing, AI-driven CX, and data analytics
- Solid grasp of enterprise network architecture and premise-to-cloud connectivity bridging, including standard integration methodologies and hybrid telephony deployments
- Demonstrated hands-on ability to govern, troubleshoot, and maintain lab and sandbox environments against rapid platform release cycles
- Elite technical translation skills: the ability to seamlessly adapt technical depth, translating complex cloud architectural concepts into actionable enablement material for diverse partner audiences (Partner SEs, IT Architects, Sales Execs)
- Exceptional training and coaching aptitude; patience with learning and comfort with group instruction
- Strong proficiency with MEDDPICC qualification criteria and the ability to strictly enforce these standards on channel pipeline
- High accountability and collaboration skills, specifically the ability to operate in shared-accountability models with Channel Account Managers
- Bachelor degree or equivalent experience in Computer Science or Electrical Engineering
- Must maintain all relevant certifications
- Multiple industry and vendor certifications such as Microsoft, Cisco or Genesys
- Prior experience with Avaya platforms (Infinity, Nexus, legacy systems) or comparable enterprise CCaaS/UCaaS platforms
- Familiarity or former experience working in a Supplier Channel Partner SC organization, or directly for a Channel Partner (e.g., C1, Trace3, NWN, Waterfield, Cerium) is a strong plus
- Familiarity with discovery frameworks like Selling Through Curiosity (STC) and NEPQ is highly preferred
- Recognized expertise in one or more vertical markets (Financial Services, Healthcare, Insurance, Retail)
- Experience with demo automation platforms (e.g., Walnut) and exposure to enterprise procurement and RFP processes
Benefits
Company Overview
Avaya is a global leader in enterprise communications, hybrid cloud CCaaS and UC solutions for mission-critical, AI-agnostic workflows. It was founded in 2000, and is headquartered in Morristown, New Jersey, USA, with a workforce of 5001-10000 employees. Its website is http://www.avaya.com.