Enterprise Solutions Architect - Presales Expert

Job Description:

Role Overview

The Solution Architect is a senior, customer-facing enterprise architect responsible for leading strategic solutioning and presales engagements for large, complex transformation opportunities.

Lead the design, delivery and presales activities of end-to-end enterprise solutions spanning applications, integration, cloud, infrastructure, cybersecurity, data, AI, analytics, and digital platforms.

This role requires a consultative leader who can engage C-level stakeholders, understand business priorities, shape transformation strategies, and design end-to-end enterprise solutions aligned with customer outcomes.

The ideal candidate combines deep enterprise architecture expertise with strong commercial acumen, executive communication skills, and the ability to translate business challenges into compelling, technology-enabled solutions. The role supports business growth by identifying customer needs, developing differentiated solutions, leading strategic pursuits, and influencing decision-making throughout the sales lifecycle.

The Solution Architect acts as a trusted advisor to customers and collaborates across business, technology, delivery, and partner teams to design scalable, secure, and outcome-driven solutions.

Key Focus Areas

• Lead strategic solutioning and presales efforts for complex transformation opportunities.
• Engage executive stakeholders to align technology strategy with business priorities.
• Design scalable, secure, and commercially compelling end-to-end solutions.
• Support growth by influencing customer decisions across the sales lifecycle.

Essential Job Functions / Responsibilities

• Engage directly with CIOs, CTOs, CDOs, business executives, and senior stakeholders to understand strategic business objectives, transformation priorities, and operational challenges.
• Establish trusted advisor relationships with customer leadership teams and provide strategic guidance on digital transformation initiatives.
• Lead executive discussions, discovery workshops, architecture assessments, and business transformation engagements.
• Translate complex business and technology challenges into practical, scalable, and business-focused solutions.
• Present strategic solution proposals and transformation roadmaps to executive and board-level stakeholders.
• Lead the design and ownership of end-to-end enterprise solutions across applications, cloud, infrastructure, cybersecurity, data, AI, analytics, digital platforms, automation, IoT, DevSecOps, and managed services.
• Articulate business value propositions including ROI, TCO optimization, operational efficiency, business agility, and innovation outcomes.
• Support strategic bids, RFP/RFI responses, and competitive positioning activities.
• Influence customer decision-making through executive storytelling, consultative engagement, and value-based solutioning.
• Identify opportunities for cross-selling, upselling, and long-term strategic partnerships.
• Lead solution governance activities to ensure alignment between customer expectations, architecture vision, contractual commitments, and delivery capabilities.
• Develop Statements of Work (SOW), transition strategies, transformation plans, and high-level implementation roadmaps.
• Identify solution risks, dependencies, assumptions, and mitigation strategies.
• Provide ongoing advisory support during transition and delivery phases to maintain alignment with the intended business outcomes and architectural principles.
• Ensure solutions adhere to organizational standards, security policies, compliance requirements, and financial objectives.
• Provides leadership and strategic guidance with pursuit teams during the solution development process to ensure alignment with overall Company sales and client business strategy. Develops high-level technical operating strategies and solutions, and benefits.
• Leads Solution Design Workshops and ensures alignment across the client’s business objectives, the technical solution, the Statement of Work and the contract

Qualifications & Competencies

• Bachelor's degree in computer science, information technology or related field preferred
• 15+ years of business solutions, technical consulting, or sales solutions experience
• Experience working with the technology industry, specifically handling significantly sized accounts
• Experience working with solution/product portfolios
• Experience developing winning sales solutions and proposals
• Experience working with technology products, services, competencies, solutions and offerings
• Experience working with business environment, business industry and competitor products and services

Technical Expertise

• Enterprise Architecture
• Cloud Transformation (AWS, Azure, GCP)
• Hybrid Cloud & Infrastructure Services
• AI & Data Platforms
• Digital Transformation
• Application Modernization
• DevSecOps & Automation
• Cybersecurity Architecture
• IT Service Management & IT Operations
• Smart Cities / Digital Government (preferred)
• Managed Services & Outsourcing Models

Soft Skills & Leadership Competencies

• Exceptional executive communication and presentation skills.
• Strong consultative selling and stakeholder engagement capabilities.
• Ability to influence and negotiate effectively with senior business and technology leaders.
• Strong business acumen with the ability to align technology solutions to business outcomes.
• Strategic thinking and problem-solving mindset.
• Excellent storytelling and value articulation capabilities.
• Strong interpersonal and relationship-building skills.
• Ability to lead cross-functional and multicultural teams in complex environments.
• Ability to work under pressure and manage multiple strategic pursuits simultaneously.
• High level of professionalism, executive presence, and customer focus.
• Strong analytical thinking and decision-making capabilities.
• Self-motivated, proactive, and outcome-driven personality.
• Moderate Legal acumen (contracts, negotiations, and legal) and Financial acumen (TCO analysis)

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