Presales Solution Architect

This is a fully remote position, open to applicants in California, +4 more states.

📋 Description

• Design solutions that integrate hardware, software, services, aaS offerings, and third-party components to fulfill customer business objectives.

• Create and rigorously assess customer proposals that align with both business and technical requirements.

• Analyze business challenges, articulate business value, and evaluate the strengths and weaknesses of proposed solutions.

• Convert outcome-driven solutions into scalable functional and technical designs and architectures.

• Present solution value propositions effectively to customers.

• Monitor emerging technologies, industry trends, and competitive insights.

• Engage in conferences and industry events by delivering presentations, demonstrations, and providing booth support.

• Lead account business planning and technical strategies for customer transformation initiatives.

• Perform comparative evaluations of various solution approaches.

• Configure and optimize workload solutions to balance costs, scope, scale, and benefits.

• Utilize partner products and services while imparting knowledge to external partners.

• Develop and oversee account pipelines, guide deals from opportunity to closure, and focus on high-potential activities.

• Attend sales forecast meetings and document sales cycle activities in relevant tools.

• Foster relationships with customer executives and work collaboratively with account teams.

• Share expertise with colleagues and aid in the development of junior team members.

⛳️ Requirements

• A first-level university technical degree or equivalent technical qualifications.

• An advanced degree in technology is preferred.

• 8–12 years of technical experience in IT with a focus on technical consulting and solution selling.

• Strong preference for knowledge-based and 1+ experience-based relevant industry certifications.

• Familiarity with enterprise architecture frameworks and project management methodologies/certifications is a plus but not mandatory.

• Extensive experience in leading solution configurations and developing demos and proofs-of-concept (POCs).

• In-depth understanding of company products, software, services, solution domains, and aaS offerings.

• Ability to translate aaS, ecosystems, solutions, and workloads into tangible customer outcomes.

• Exceptional written and verbal communication skills.

• Proficiency in English and applicable local languages as required.

• Advanced skills in discussion, persuasion, consultative/value selling, whiteboarding, objection handling, and closing.

• Strong business and financial acumen, including knowledge of TCO/ROI concepts, financial models, and revenue comprehension.

• Proficient in CRM and technical tools, project management, resource management, along with analytical and problem-solving skills.

• Practical experience with relevant products, solutions, tools, or services.

• Capability to design and present product, solution, tool, or service demonstrations.

• Advanced knowledge of partner offerings and go-to-market strategies.

• Strong strategic planning and account planning abilities.

🏝️ Benefits

• Comprehensive benefits that promote physical, financial, and emotional wellbeing.

• Opportunities for personal and professional development.

• Flexible work arrangements to accommodate both work and personal commitments.

• An inclusive workplace culture.

• Reasonable accommodations available during the application or interview process.

• Sales compensation opportunity: 20% target-level sales compensation mix (included in stated total compensation range).