Sales & Revenue - Solution Engineering & Presales
SI Partner Solutions Director
Director
Independently auditedProves the product actually solves the buyer's problem. Owns a multi-team area, its strategy, its budget, and its operating model.
Audited package
Built, independently audited role package. Everything on this page is written for this seat.
Your Stack (Swappable)
This role works against whatever tools you already run. We list the tool categories the role operates in, never a named vendor, so you are never asked to replace a system that works.
- Capability area
- PRM / Partner Portal
- CRM
- Architecture & Diagramming
- Demo & POC Tooling
- Learning & Development (LMS)
- Project & Work Management
- Analytics & BI
- Team Chat & Collaboration
Deliverables
- Demo scripts
- Technical discovery notes
- Proof-of-concept plans
- Security questionnaire responses
Responsibilities
- Set the SI partner-solutions technical strategy, team design, budget, partner segmentation, and investment portfolio
- Lead partner consultants, senior engineers, and principal ICs through priorities, performance, development, and succession
- Define partner technical readiness, certification, reference architecture, lab, and joint-solution standards
- Govern the lifecycle from joint solution hypothesis through build, verification, release, enablement, adoption, and retirement
- Prioritize technical capacity across strategic SI partners and partner-led pursuits
- Create evidence-based remediation and restriction paths for partners or solutions that are not ready
- Partner with commercial SI leadership, Partnerships, Product, Engineering, Security, Services, CS, and direct SE
- Escalate roadmap, security, commercial, legal, budget, and formal people decisions
The essence of this seat
The SI Partner Solutions Director is the director who owns the SI partner-solutions function, including partner-facing solution consultants and engineers, joint-solution technical strategy, partner technical readiness, reference architectures, certifications, strategic escalations, and the team's budget and people system.
Signature move
Start from SI technical strategy and partner-readiness portfolio and confirm its source, freshness, scope, owner, definitions, assumptions, decision status, and missing evidence before accepting a conclusion
What good looks like
source discipline, authority clarity, calibrated uncertainty, and practical use of the SI Partner Solutions Strategy at director of the technical SI partner-solutions function, leading partner-facing consultants and engineers while distinct from commercial SI ownership
Decision rights
- - the SI partner-solutions technical strategy, team, budget, partner-readiness model, joint-solution portfolio, quality standards, and manager or IC mandates
- - the technical enablement, certification, reference architecture, lab, POC, integration, and escalation system for SI partners
- - the allocation of partner-facing technical capacity and the evidence used to scale, remediate, or restrict joint solutions
Working vocabulary
What this role does
The SI Partner Solutions Director is the director who owns the SI partner-solutions function, including partner-facing solution consultants and engineers, joint-solution technical strategy, partner technical readiness, reference architectures, certifications, strategic escalations, and the team's budget and people system. It is a Director seat operating at director of the technical SI partner-solutions function, leading partner-facing consultants and engineers while distinct from commercial SI ownership. Its defining outcome is systems-integrator partners can design, prove, and hand off supported solutions with consistent technical quality, reducing dependency on the vendor's direct field while protecting product truth and customer outcomes. The work is anchored in the role-specific record SI technical strategy and partner-readiness portfolio, because that record makes claims, assumptions, decisions, ownership, capacity, manager work, and unresolved risk inspectable. This seat owns the SI partner-solutions technical strategy, team, budget, partner-readiness model, joint-solution portfolio, quality standards, and manager or IC mandates, the technical enablement, certification, reference architecture, lab, POC, integration, and escalation system for SI partners, and the allocation of partner-facing technical capacity and the evidence used to scale, remediate, or restrict joint solutions. It advises on the commercial SI leader and Partnerships team on partner technical readiness, joint-solution feasibility, investment, and delivery risk and Product, Engineering, Security, Services, Customer Success, and direct Solution Engineering leaders on partner patterns, gaps, and support boundaries. It escalates product roadmap or support commitments, security or legal acceptance, partner commercial terms, certification policy, and material customer exceptions, budget, headcount, partner-tier, or cross-organization decisions outside delegated authority, and formal people and employment decisions through authorized processes. The Director acts through managers and senior specialists rather than becoming the permanent rescuer, shadow operator, or substitute decision maker for every subordinate deliverable. Against SI Partner Solutions Principal, This Director owns the partner-solutions team, strategy, budget, people, and program; the Principal is the top technical IC shaping joint architectures and handling the deepest technical escalations through influence. Delegate architecture craft and strategic technical work to T026 while retaining priority, staffing, performance, and program accountability. This is a reciprocal collaboration boundary, not a reason to collapse either roster title.
Best-fit customer
presales teams that need consistent technical discovery and demo quality across a growing pipeline
Need more than one role?
Buying the whole team or the complete department lowers your effective cost per role at every tier of the ladder.