Solutions Consultant (Channel Partner)

About Avaya

Avaya is an enterprise software leader that helps the world’s largest organizations and government agencies forge unbreakable connections.

The Avaya Infinity™ platform unifies fragmented customer experiences, connecting the channels, insights, technologies, and workflows that together create enduring customer and employee relationships.

We believe success is built through strong connections – with each other, with our work, and with our mission. At Avaya, you'll find a community that values your contributions and supports your growth every step of the way.

Learn more at https://www.avaya.com

Position Summary

The Solutions Consultant (SC) for Channel Partners is a partner-facing technical authority and ecosystem capacity builder responsible for scaling Avaya's pre-sales capability through the channel network. Unlike the Named Account SC, who owns customer opportunities directly, the Channel SC II owns the technical enablement of Avaya's channel partners.

You will operate at the intersection of two critical accountability relationships: aligning commercially with the Channel Account Manager (CAM), while partnering directly with the channel partner's technical staff to ensure they can independently identify, qualify, and initiate Avaya Infinity opportunities. Success in this role is measured by the technical readiness and pipeline quality of the partner ecosystem, not individual deal closure.

Degree requirements are waived in favor of proven channel and technical execution. Success in this role requires deep mastery across the four pillars of the Avaya SC framework: Domain Expertise, Product Knowledge, Technical Acumen, and Sales/Presentation Expertise.

Key Responsibilities

Pillar 1: Domain Expertise

• 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.

Pillar 2: Product & Competitive Knowledge

• 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.

Pillar 3: Technical Acumen

• 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.

Pillar 4: Sales, Presentation, & Leadership Expertise

• 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.

Qualifications

Experience & Domain Mastery

• 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.

Technical Architecture & Enablement Competencies

• 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).

Sales, Methodology, & Leadership

• 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.

Preferred Qualifications

• 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.

The pay range for this opportunity is from $172,000 to $215,000 + benefits. This range represents the anticipated low and high end of the salary plus commissions for this position. Actual total compensation will vary and are based on factors such as a candidate’s qualifications, skills, competencies.

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Experience

Education

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Applicants must be currently authorized to work in the United States without the need for visa sponsorship now or in the future.

Avaya is an Equal Opportunity employer and a U.S. Federal Contractor. Our commitment to equality is a core value of Avaya. All qualified applicants and employees receive equal treatment without consideration for race, religion, sex, age, sexual orientation, gender identity, national origin, disability, status as a protected veteran or any other protected characteristic. In general, positions at Avaya require the ability to communicate and use office technology effectively. Physical requirements may vary by assigned work location. This job brief/description is subject to change. Nothing in this job description restricts Avaya right to alter the duties and responsibilities of this position at any time for any reason.