Solution Principal

This is a fully remote position, open to applicants in United States.

📋 Description

• Act as the primary Deal Architect, constructing multi-tower ITO and Hosting solutions, which may encompass several transformation phases.

• Assist Sales, Consulting, and Client Success teams in delivering exceptional service to clients.

• Collaborate with client business and technical teams alongside internal Ensono teams to devise effective solutions.

• Cultivate executive-level relationships with a focus on ensuring client satisfaction.

• Guide multidisciplinary teams through the stages of discovery, solution development, and implementation.

• Contribute to contract discussions and ensure that solution and service parameters are accurately defined.

• Oversee the transition of solutions to internal delivery and operations teams.

• Assume ownership of the overall solution and share responsibility for pursuit strategy and execution with client executives.

• Collaborate on sales strategy and pursuit execution.

• Partner with Sales, Solution Architecture, Specialists, Consulting, and Delivery teams to formulate pursuit, solution, sales, and delivery strategies.

• Lead workshops for discovery, assessment, and solution development.

• Create and document transformation and re-platforming solutions that align with client technical and business needs.

• Develop business proposals and mutually beneficial solutions.

• Promote stability and innovation in clients' current and future environments.

• Present solutions and business cases to both internal and external stakeholders.

• Serve as a trusted advisor through consultation and recommendations.

• Collaborate with Finance and Pricing to develop pricing models, business cases, and multi-year pro-forma analyses.

• Construct commercial frameworks and pricing for IT outsourcing and managed services agreements.

• Work with Product Management to enhance products and adapt technology roadmaps.

• Prepare client proposals and contract documents in conjunction with Finance, Product, Operations, Legal, and other relevant parties.

• Draft and negotiate Statements of Work (SOWs), contracts, and subcontracts.

• Engage in deal reviews and provide senior management with insights on technical, commercial, and competitive elements.

• Offer post-close consulting, knowledge transfer, and documentation for transition, delivery, operations, and billing.

• Participate in industry conferences and consulting evaluations.

⛳️ Requirements

• Over 20 years of experience, with a minimum of 10 years in a service provider or cloud Managed Service Provider (MSP) role.

• A graduate degree (MBA) or a Bachelor’s degree in Computer Science, Engineering, Business, Finance, or another relevant technical discipline accompanied by applicable experience.

• Proven experience as a Lead pre-sales Solution Principal or Engineer at a service provider focused on managed services, infrastructure, data center, and transformation solutions.

• Demonstrated success in closing at least 15 IT Outsourcing, Cloud, Managed Services, or transformation deals with a Total Contract Value (TCV) of $50M or more.

• Comprehensive understanding of the sales process and deal dynamics related to complex technical solution selling, specifically in ITO transactions.

• Robust knowledge of Financial, Negotiation, and Contractual issues and regulations pertaining to IT outsourcing agreements.

• Strong analytical and reasoning abilities related to technical, contractual, and financial matters.

• Extensive technical knowledge in data center, hosting, and hybrid cloud technologies.

• Well-acquainted with the hosting technology landscape, including compute, storage, backup, networking, security, End User Services, BC/DR, DevOps, and IT governance.

• Preferred experience with public cloud platforms (AWS, Azure, GCP) and hybrid solutions.

• In-depth understanding of IT services outsourcing solutions, including End User Service and Service Desk.

• Exceptional written and verbal communication skills, with proficiency in MS Excel, PowerPoint, Word, etc.

• Advanced presentation capabilities emphasizing value and differentiation for ITO solutions.

• Ability to disseminate knowledge across organizations and facilitate collaboration.

• Bonus: Advanced presentation, communication, and influencing abilities at the C-level.

• Bonus: Leadership qualities, independence, self-direction, and results-oriented mindset.

• Bonus: Strong empathy, self-awareness, and interpersonal skills.

• Bonus: A business and customer-oriented player capable of coordinating a diverse team.

• Bonus: Ability to non-confrontationally challenge the status quo.

• Bonus: Capacity to manage high project demands, tight deadlines, and pressure.

🏝️ Benefits

• Unlimited Paid Days Off.

• Three health plan options available.

• 401k plan with company matching.

• Eligibility for dental, vision, short and long-term disability, life and AD&D coverage, as well as flexible spending accounts.

• Family Forming Benefit, which includes fertility coverage and reimbursement for adoption/surrogacy.

• Paid parental leave for childbearing and paternal responsibilities.

• Education Reimbursement, Student Loan Assistance, or 529 College Funding options.

• Sabbatical leave opportunities.

• Wellness program participation.

• Flexible work schedule arrangements.

• Role-based sales incentive plan, subject to eligibility.

• Equity grant through the Associate Equity Appreciation Program, contingent on eligibility.

• Option to work remotely or within Ensono offices when not required on-site with a client.