Solutions Consultant (Channel Partner)

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

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.

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.

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.