Varnish Software

Solutions Engineer

• Consult with customers on modernizing their delivery pipelines, focusing on platform engineering best practices and software supply chain security integrations.
• Be a Varnish technical specialist/expert
• In collaboration with our sales teams, help identify, qualify and align prospects’ technical needs to Varnish’s business solutions
• Increase win rate in technically complex deals
• Use this knowledge to deliver custom implementation projects such as onboarding, monitoring, high availability, integration and development.
• Travel frequently to meet and work with customers
• Work directly with our Engineering teams to come up with solutions to meet new requirements
• Have a significant impact on technical and architectural decisions for some of our customers

Account Manager

• Identify, recruit, and negotiate agreements with strategic reseller partners across North America.
• Lead the commercial and operational onboarding of new partners, ensuring they understand our reseller model, pricing structure, and provisioning tools.
• Deliver sales enablement and Train-the-Trainer sessions that equip partner sales teams to confidently position and demonstrate our solutions.
• Develop annual and quarterly business plans with partners, tracking performance against forecasts and growth targets.
• Support partners on strategic sales opportunities through co-selling while maintaining a partner-first approach and ensuring they own the customer relationship.
• Conduct Quarterly Business Reviews (QBRs) to evaluate business performance, identify expansion opportunities, reduce churn, and strengthen partner success.
• Build trusted relationships with key stakeholders, including senior decision-makers and C-level executives.

Solutions Engineer

Partner Account Manager – SaaS Reseller Partnerships