Business Impact: - Focuses on enabling partners to build scalable, secure, resilient, and AI-enabled architectures that accelerate innovation and adoption. - Applies proven change management practices or partners with the change management team to support long-term technical adoption and usage. Identifies cross-solution opportunities for consumption and Unified expansion, especially Enhanced Solutions, by understanding partner business models and technical priorities. - Builds trust through strategic consultation, offering alternative approaches that enhance partner outcomes. - Tracks industry trends and partner insights to map solutions to technical needs. - Proactively manages blockers and risks to accelerate deployment, migration success, and value realization. - Applies broad business and technical knowledge to meet partner requirements and resolve constraints. - Drives feedback to the product group to address product blockers and close product gaps. - Operates with excellence across all engagement stages and tools, collaborating across teams to meet objectives and improve satisfaction. Continuously prioritizes work to align with partner impact and technical goals. Customer Centricity: Translates partner challenges into industry-aligned technical solutions that demonstrate ROI and competitive advantage. Builds strong relationships with technical and business decision makers, including C-suite leaders, to bridge gaps in understanding and ensure alignment on security, compliance, and operational needs. Acts as the voice Aptos Narrow (Body) of the partner, sharing insights and feedback with Engineering, Product, and internal communities. Aggregates patterns across industries to develop actionable strategies and influence product decisions. Leads initiatives to improve partner experience and transformation outcomes, addressing dissatisfaction and unmet needs with clear strategies. Partner Specialization: Identifies strategic opportunities that align with technical transformation goals and supports partner teams in clarifying complex build-with scenarios. Leads proof of concept and technical pre-sales efforts. Understands market dynamics and leads initiatives to address them, assembling v-teams and influencing partners to scale offerings and adopt new technologies. Maintains visibility in solution-specific communities to share insights and influence direction. Collaborates with internal teams to provide field-based feedback on products and solutions. Supports partners in building scalable agentic and AI-enabled offerings that accelerate SDC innovation and adoption at global scale. Uses market signals to guide upskilling and accreditation efforts. Models technical readiness aligned to solution priorities and broader initiatives like security, resilience, and AI. Demonstrates deep knowledge of Azure infrastructure offerings and complementary Security services shaping partner architecture and roadmap. Mentors others through readiness activities and sharing best practices. Leads and assembles v-teams to address partner challenges, contributing strategic and technical insights. Champions AI fluency and agentic solution design across teams to ensure readiness for next-generation ISV scenarios. Bachelor's Degree in Computer Science, Information Technology, Engineering, Business, Liberal Arts, or related field AND 4+ years experience in cloud/infrastructure technologies, information technology (IT) consulting/support, systems administration, network operations, software development/support, technology solutions, practice development, architecture, and/or consulting OR equivalent experience. Bachelor's Degree in Computer Science, Information Technology, Engineering, Business, Liberal Arts, or related field AND 8+ years experience in cloud/infrastructure technologies, information technology (IT) consulting/support, systems administration, network operations, software development/support, technology solutions, practice development, architecture, and/or consulting OR Master's Degree in Computer Science, Information Technology, Engineering, Business, Liberal Arts, or related field AND 6+ years experience in cloud/infrastructure technologies, technology solutions, practice development, architecture, and/or consulting OR equivalent experience. 4+ years experience working in a customer-facing role (e.g., internal and/or external). Technical Certification in Cloud (e.g., Azure, Amazon Web Services, Google, security certifications). Cloud Solution Architecture IC4 - The typical base pay range for this role across the U.S. is USD $106,400 - $203,600 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $137,600 - $222,600 per year. Certain roles may be eligible for benefits and other compensation.