Alloy Cloud Solutions Engineer

About the Role
The Cloud Solutions Engineer is the technical backbone of the company partner ecosystem, directly interacting with distributor and reseller partners who build and sell their own branded cloud platforms using Alloy. This role encompasses the complete partner lifecycle, from equipping partner sales and presales teams to effectively market Alloy, to qualifying and solutioning deals, designing appropriate architectures, and onboarding partner customers while driving their long-term cloud adoption. Success metrics for this role include partner sales velocity, technical win rate, and the health of customers operating on partner-branded Alloy environments.

Key Responsibilities

1. Partner Sales & Presales Enablement

   • Design and deliver Alloy enablement programs (technical bootcamps, certifications, playbooks) for partner sales, presales, and solution architecture teams.
   • Act as the primary technical point of contact for partners, building their confidence and independence in positioning and demonstrating Alloy.
   • Deliver joint discovery sessions, product demonstrations, and proof-of-concept environments to support partner-led sales motions.
   • Maintain a current view of the Alloy roadmap and translate new capabilities into partner-facing enablement content.

2. Deal Qualification

   • Collaborate with account teams to technically qualify opportunities, assessing workload fit, licensing model, regulatory/data-residency needs, and infrastructure readiness.
   • Identify technical risks early and define a clear path to a compliant, winnable solution before deals progress.
   • Support go/no-go and deal-desk reviews with technical input on feasibility, effort, and margin impact.

3. Go-to-Market Asset Development

   • Build reusable go-to-market assets: reference architectures, solution briefs, ROI/TCO calculators, demo scripts, and competitive positioning materials.
   • Localize and adapt company standard assets for partner branding and vertical-specific use cases.
   • Partner with product marketing and alliances teams to keep the asset library current with product releases and market feedback.

4. Solutioning

   • Convert qualified opportunities into validated technical solutions that meet customer requirements and comply with Alloy platform constraints.
   • Lead solution design workshops with partner and end-customer technical stakeholders.
   • Own the technical narrative in proposals and statements of work, ensuring solutions are deliverable and supportable post-sale.

5. Sizing & Architecture

   • Develop right-sized infrastructure and consumption estimates (compute, storage, network, services) aligned with workload and growth projections.
   • Create target-state architectures covering security, networking, identity, resiliency, and cost optimization within the Alloy framework.
   • Review and validate partner-built architectures for alignment with company Cloud best practices and Well-Architected principles.

6. Customer Onboarding & Cloud Adoption

   • Guide partner delivery teams through environment provisioning, configuration, and go-live for new Alloy customers.
   • Define and track adoption milestones, ensuring customers realize value from their cloud investment post go-live.
   • Identify expansion and optimization opportunities within onboarded accounts and feed them back into the partner sales pipeline.
   • Escalate and coordinate the resolution of technical blockers with company product, support, and engineering teams as required.

Qualifications
Required

• Proven experience in a cloud solutions engineering, sales engineering, or solution architecture role, ideally in a partner/channel context.
• Hands-on knowledge of company Cloud Infrastructure (OCI); Alloy experience is strongly preferred.
• Demonstrated ability to size, architect, and present cloud solutions to both technical and business audiences.
• Experience supporting or enabling channel/reseller partners through a complete sales-to-delivery lifecycle.
• Strong presentation, workshop facilitation, and consultative communication skills.

Preferred

• Relevant company Cloud certifications (Architect, Alloy, or equivalent).
• Familiarity with the hyperscaler competitive landscape (AWS, Azure, GCP) and multi-cloud positioning.
• Background in a distributor, reseller, or systems integrator environment.
• Exposure to industry-specific regulatory or data-sovereignty requirements relevant to Alloy's target markets.

Success Metrics

• Partner technical enablement coverage and certification rates.
• Technical win rate and deal-cycle velocity on qualified partner opportunities.
• Quality and reuse rate of go-to-market assets across the partner network.
• On-time, on-spec customer onboarding and post-go-live adoption/health scores.
• Expansion revenue sourced from existing onboarded accounts.

This role engages with strategic customers, building leadership relationships at multiple levels within organizations to design and implement solutions. It involves direct customer interactions to gather requirements, develop architectures, and translate business needs into solutions. The Cloud Solutions Engineer may be tasked with implementing solutions and ensuring successful deployments through code development and scripting. The position demands customized presentation demonstrations to customers and at events, along with support from Proof of Concept (POC) through to production deployment of services via resource configuration and customer education/training. Technical assets such as white papers, solution code, blog posts, and video demonstrations are also created and distributed. As a leading contributor for customers and sales on technical cloud solutions and customer success, this role identifies gaps and enhancements to influence engineering roadmaps for customer-driven features. It is complex work requiring advanced technical/business skills and may involve interactions with C-level executives. The Cloud Solutions Engineer maintains expertise by staying current on emerging technologies.