Partner Solutions Architect

About the Role

Westcon-Comstor is seeking a highly motivated and customer-focused Partner Solutions Architect to support and enable our network of AWS partners.

This role sits at the intersection of technical consulting, partner enablement, solution design, and business development.

You will work closely with downstream AWS partners to help them build, position, architect, and win AWS opportunities across migration, modernization, cloud operations, security, data, AI/ML, and managed services.

Acting as a trusted technical advisor, you will help partners develop scalable AWS practices while driving consumption and revenue growth for both Westcon and AWS.

The ideal candidate combines strong AWS technical expertise with commercial awareness, excellent communication skills, and a passion for helping partners succeed.

Your Key Responsibilities

• Technical Pre-Sales & Solution Design

Engage directly with AWS partners to understand customer requirements and business outcomes.

Lead technical discovery workshops and architecture discussions.

Design secure, scalable, resilient, and cost-effective AWS solutions aligned to AWS Well-Architected principles.

Support solution development across:

Cloud Migration & Modernisation (MAP)

AWS Landing Zones & Control Tower

Cloud Operations & Managed Services

Security & Governance

Data & Analytics

Generative & Agentic AI

SaaS & AWS Marketplace solutions

Provide technical oversight during opportunity qualification and proposal development.

• Partner Enablement

Act as a trusted technical advisor to AWS partners.

Deliver workshops, demonstrations, technical briefings, and architecture reviews.

Support partners in building AWS competencies, service offerings, and repeatable solutions.

Assist partners in developing packaged offerings and go-to-market motions.

Provide guidance on AWS funding programs, including MAP, POC funding, and other partner incentives.

• Opportunity Support

Work alongside partner sales teams to identify, qualify, and progress opportunities.

Support RFP, RFQ, and proposal responses.

Assist with business case creation, TCO analysis, and migration planning.

Participate in customer presentations and executive-level discussions.

Provide technical leadership throughout the sales lifecycle.

• Collaboration & Vendor Engagement

Build strong relationships with AWS Solution Architects, Partner Development Managers, and Specialist teams.

Collaborate with Westcon account managers and vendor teams to accelerate opportunities.

Identify opportunities to leverage AWS programs, funding, and specialist resources.

Act as a technical escalation point for complex partner opportunities.

• Practice Development

Create reusable assets, reference architectures, templates, and best practices.

Contribute to technical content, webinars, workshops, and partner events.

Maintain awareness of AWS services, emerging technologies, and market trends.

Support internal enablement initiatives across the wider AWS business.

Key Performance Indicators

-AWS partner engagement and satisfaction.

-Technical contribution to opportunity progression and win rates.

-AWS consumption influenced.

-Pipeline supported and converted.

-Number of workshops, enablement sessions, and partner engagements delivered.

-Growth of partner AWS capabilities and service offerings.

-AWS funding and program utilisation

Qualifications / Requirements

Required Skills, Experience and Competencies

Technical

-Strong hands-on experience designing and architecting AWS solutions.

-Deep understanding of core AWS services including:

o Compute

o Networking

o Storage

o Security

o Identity & Access Management

Monitoring & Operations

Experience with:

o Migration and Modernisation

o Infrastructure as Code (Terraform or CloudFormation)

o Containerisation and Kubernetes

DevOps and CI/CD

Security and Governance frameworks

AI

Understanding of AWS Well-Architected Framework.

Commercial & Consulting

Experience in a pre-sales, solutions architect, consulting, or technical account management role.

Ability to translate business requirements into technical solutions.

Strong stakeholder management skills.

Experience supporting customer-facing sales engagements.

Ability to influence both technical and non-technical audiences.

Communication

Excellent presentation and workshop facilitation skills.

Strong written communication and proposal development capability.

Ability to explain complex technical concepts in simple business terms.

Preferred Qualifications

AWS Certified Solutions Architect - Associate (required).

AWS Certified Solutions Architect - Professional (preferred).

AWS Specialty certifications in Security, Networking, Data, Machine Learning, or Cloud Operations.

Experience working within an AWS Partner, Distributor, MSP, or Consultancy environment.

Experience supporting AWS funding programs such as MAP.

Familiarity with AWS Marketplace and SaaS solution development.