Presales Architect – Team Lead

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Build, lead, and enhance the team of Presales Solutions Architects specializing in cloud infrastructure and data & AI.

• Mentor presales architects, establish standards, coach on customer engagement, and cultivate both technical and commercial skills.

• Review and endorse Levels of Effort (LOEs), Solution Management Cases (SMCs), proposals, and solution designs prior to client delivery.

• Develop and maintain discovery frameworks, estimation models, solution blueprints, proposal templates, and guides for handling objections.

• Distribute architect resources throughout the sales team based on workload, pipeline priorities, deal size, and technical compatibility.

• Facilitate ongoing training on AWS services, AllCloud offerings, the competitive landscape, and commercial and funding mechanisms.

• Establish benchmarks for discovery, requirements gathering, constraints, success criteria, and decision-making factors.

• Oversee the discipline of LOEs and SMCs, encompassing scoping, assumptions, risk management, phasing, and pricing inputs.

• Serve as a trusted advisor for customers on their multi-year journeys involving cloud, data, and AI.

• Represent AllCloud at webinars, workshops, customer briefings, and partner events.

• Guide opportunities that encompass infrastructure modernization, migration, cost optimization, data platforms, analytics, and applied AI/GenAI.

• Collaborate with Account Executives, Delivery teams, sales leadership, and the AWS partner team on pipeline assessments, deal strategies, forecasts, qualification processes, competitive tactics, and closing plans.

• Mentor the team on pricing strategies, margin management, commercial models, contract structures, procurement cycles, and technical-commercial trade-offs.

• Develop a solid understanding of AWS funding and incentive programs, such as MAP and POC funding, and leverage available funding for deals.

• Coach architects in shaping solutions through scope phasing, value sequencing, right-sizing, and framing outcomes.

• Ensure seamless transitions to delivery with well-documented assumptions and alignment between sold and deliverable work.

• Report directly to sales leadership.

• Travel up to 20% for customer meetings, workshops, partner events, and internal team gatherings.

⛳️ Requirements

• 7+ years in a customer-facing presales, solutions architecture, or technical consulting capacity, with a proven record of contributing to closed-won business.

• 2+ years of experience leading, mentoring, or managing technical or presales teams, either formally or as a senior technical lead, preferably within a consulting or partner context.

• Extensive knowledge in AWS architecture, migration strategies, hybrid environments, cost optimization, and Well-Architected best practices.

• Strong familiarity with modern data platforms and AI/ML on AWS, including data lakes, analytics, SageMaker, Bedrock, GenAI, and agentic patterns.

• Demonstrated comprehension of professional services deal structures, pricing strategies, and winning tactics, including partner funding programs and incentives.

• Proven experience in constructing LOEs, scope documents, proposals, and Statements of Work (SOW) inputs for complex multi-workstream projects.

• Exceptional verbal, written, and presentation capabilities.

• Ability to navigate between highly technical details and executive-level business framing.

• Comfortable and credible in workshops, webinars, executive briefings, and partner events.

• Inquisitive, creative, customer-focused consultative mindset with resilience and agility in a fast-paced sales environment.

• Bachelor's degree in Computer Science, Information Technology, or a related field, or equivalent practical experience.

• AWS Solutions Architect – Professional certification is strongly preferred.

• AWS Solutions Architect – Associate certification.

• AWS Machine Learning or Data Analytics Specialty certification is advantageous.

• Willingness to travel up to 20%.

• Based in the US or Canada in the Eastern Time zone.

🏝️ Benefits

• Opportunities for learning and personal development.

• Collaborate with leaders who advocate for growth and personal development.

• Customer-facing role with travel opportunities up to 20% for customer meetings, workshops, partner events, and internal team gatherings.